Model Overview Report

Introducing The Sales Communications Delivery Process Model

Know What Great Looks Like For Sales Communications Delivery Programs

March 2nd, 2022
With contributors:
Adam Birnberg , Robin Whiting

Summary

Sellers participating in Forrester’s sales activity studies indicate that they receive too much unnecessary information (often via email) and are invited to too many irrelevant meetings. Sellers believe that this hurts their productivity. Sales enablement should take the lead role in addressing this issue by establishing a centralized clearinghouse for managing sales communications delivery with the goals of making messaging clear, persona-specific, seller-friendly (e.g., in the language of sellers), and actionable. This report describes the attributes of high-performing sales communications delivery programs and introduces a roadmap to streamline the communications effort.

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