Data Overview Report

The Pulse: Maximizing The Impact Of B2B Sales Managers

July 27th, 2020
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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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.