The Emerging Role Of The Sales Communications Specialist

January 8th, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

According to the Forrester benchmark data, email is the predominant daily method of communication for 68% of B2B sales organizations. However, sales reps who are inundated with repeated emails become apathetic about their relevance and urgency. The emerging role of the sales communications specialist must define effective communication processes and drive best practices, going beyond email to ensure that reps are well informed. In this report, we introduce the sales communications specialist role, define its responsibilities, and outline required competencies.

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