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The Forrester Sales Execution Process Map: Using The Process Worksheet

January 1st, 2018
Steve Silver, Vice President, Principal Analyst
Steve Silver Vice President, Principal Analyst

Summary

Process mapping can help identify issues, isolate sales productivity barriers and prioritize improvement efforts. Use a standard template to catalog the details of sales processes and sub-processes, as well as improve visibility and understanding across the organization. Focus on sales activities to drive appropriate selection of sales technologies and move toward a program of continuous improvement in sales efficiency and effectiveness.

Business process improvement (BPI) can benefit sales operations teams in the form of process maps. The Forrester Sales Execution Process Map depicts the activities, inputs, outputs and functional owners for each sales process (see Introducing The Sales Execution Process Map). Within the map’s five high-level stages are sub-processes that must be documented and integrated to form a complete picture of sales execution. In this report, we present a template that can be used as a worksheet to complement the high-level process map and catalog the details of sales processes and sub-processes.

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