Sales Advocacy: Concierges, Councils, And Coaches

August 3rd, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Nancy Maluso

Summary

A sales advocacy program provides support to reps by answering key questions and escalating issues on their behalf. It also collects insights from sales and, on the basis of these insights, recommends executive action to drive organizationwide changes that benefit customers, sales, and the organization as a whole. In this report, we share what a sales advocacy program should look like, how it can benefit the organization, and how to use specific tactics to enable the organization to take action on the basis of sales needs.

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