Summary
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.
Log in to continue reading
Client log in
Welcome back. Log in to your account to continue reading this research.
Become a client
Become a client today for these benefits:
- Stay ahead of changing market and customer dynamics with the latest insights.
- Partner with expert analysts to make progress on your top initiatives.
- Get answers from trusted research using Izola, Forrester's genAI tool.
Purchase this report
This report is available for individual purchase ($1495).