The Forrester Sales Communications Delivery Process Model: Part 2

Routing and prioritizing sales communications is crucial to minimizing the noise in the B2B sales environment. According to Forrester’s Sales Activity Study, the average B2B rep spends more than 35% of their time on non-core selling activities (e.g., internal meetings, processing internal communications). Sales enablement should take the lead in addressing this by establishing a clearinghouse for managing sales communications to make messaging clear, role-specific, sales-centric (i.e., in sellers’ language), and actionable. This report defines a process for assessing sales communications and building a strategy, policy, and success measurement plan.