Decision Tool

The Forrester Buyer-Aligned Sales Process Assessment

May 16th, 2019

Summary

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.

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