Data Overview Report

The Pulse: Maximizing The Impact Of B2B Sales Managers

July 27th, 2020
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock

B2B sales organizations are similar to complex communities, with interlocking influences, priorities, and outcomes that determine the most effective and efficient path to optimizing every sales rep’s quota attainment results. The sales enablement function is uniquely positioned to coordinate the many resources and support systems necessary for optimizing rep competence, behavior, and activities. In this report, we share best practices from Forrester’s 2020 Customer-Facing Roles Study that are specific to how B2B sales managers fit into this process.

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