Model Overview Report

Introducing The Sales Communications Management Range Of Execution Model

January 1st, 2018
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock

Summary

The sales enablement discipline of sales communications management seeks to support sales productivity by governing information flow between corporate functions and the field sales team, allowing necessary information to be delivered without overloading reps or draining their efficiency. This process starts with defining a governance strategy and model comprising communications rules, practices, and processes. In this report, we explore the need for rules and structure regarding communications to and from sales and provide a framework to help organizations define their optimal communications strategy and related governance approach.

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