Introducing The Sales Communications Management Range Of Execution Model

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.