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.
Log in to continue reading
Client log in
Welcome back. Log in to your account to continue reading this research.
Become a client
Become a client today for these benefits:
- Stay ahead of changing market and customer dynamics with the latest insights.
- Partner with expert analysts to make progress on your top initiatives.
- Get answers from trusted research using Izola, Forrester's genAI tool.