Model Overview Report

Introducing The Sales Communications Management Range Of Execution Model

January 1st, 2018

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.

Want to read the full report?

This report is not available for purchase at this time.

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.