Sales Communications: Driving Continuous Improvement

January 1st, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

Sales reps can consume and effectively use a finite amount of information in a given timeframe. However, when seeking to reduce the volume of communications that reps must process, organizations also must measure whether their communications efforts are truly improving reps’ recall and understanding of the most important information. In this report, we describe a three-part process for tracking ongoing improvements to sales communications.

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