Decision Tool

The Forrester Buyer-Aligned Sales Process Assessment

May 16th, 2019


A well-designed sales process is built on a thorough understanding of the buyer’s decision process. This understanding is then built into the sales force automation system as one or more sales processes (or opportunity types) that map sales stages to the buyer’s process. Each sales process includes specific components or attributes that can be assessed. This tool provides a structured framework for assessing an organization’s current sales process to identify gaps or areas of misalignment with buyers, and ultimately leads to the design and validation of a robust sales process that enables the organization to consistently deliver value to buyers and sellers.

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.