Anne Slough

In the 1950s, Dr. Lawrence Weed realized the inefficiency and inherent danger embedded within paper-based medical records. Paper-based medical records were a manual process that did not allow for or encourage a collaborative or holistic intake or diagnosis process, and thus, the electronic medical record (EMR) was born. EMRs allow for collaboration between all stakeholders […]

Looking to fine-tune your sales operations? Get eight key takeaways from Forrester’s Q1 2022 Sales Operations pulse survey.

After months of negotiations in Congress, the Infrastructure Investment and Jobs Act is about to become law. This new law will address specifics such as climate change, sustainability, and cybersecurity that all have specific requirements which, in turn, will drive your policy and regulation in the future. If you do business with the US federal […]

On October 1, 1990, The Human Genome Project (HGP) was begun and was completed in April of 2003. The HGP gave the world the ability, for the first time, to read nature’s complete genetic blueprint for building a human being. As it turns out, the genetic similarity between a human and a human is 99.9%. […]

Organizations that fail to meet buyers’ expectations for personalized omnichannel communications risk losing market share to competitors that do.

Territory design and the subsequent application and management of those plans is fraught with opportunities for distortion by human intervention. In her latest blog post, Anne Slough discusses the critical role that sales operations plays to maintain equity in the territory design process.

Learn how dynamic guided selling gives sales teams a competitive edge — and join us at this year's B2B Summit to go deeper.

The intertwinement of revenue intelligence, revenue operations, and sales engagement platforms has become a powerful potion. These technologies have been repurposed, retooled, reinvented, and repositioned to equip sales operations for transition from a cost center to a profit center.

With good data, AI can continue to learn and evolve, and by doing so, enable sales reps to focus on what they do best.

When thinking about implementing a digital transformation, there are things sales leaders must consider to align and compensate the organization’s sales resources with the shift. Forrester analyst Anne Slough shares how a digital transformation impacts the sales team’s success.

Customer insights that organizations are able to glean, via technology, have continued to increase customer relationship transparency. These insights equip sales operations teams with the data needed to automate administrative activities. The resulting transparency arms sales operations and reps with a competitive advantage.

• High-impact predictive content is changing the way in which sales operations can influence the sales process
• Sales operations analysis should reveal which content is working best and at which stage of the sales cycle
• These insights will allow sales operations to take a more proactive approach to addressing gaps in performance and process

• Sales operations has increasingly shifted its focus from the tactics to strategy
• The team should position itself to be the source of truth for the sales organization
• Future sales operations roles will require higher levels of business acumen and communication skills

• During an economic disruption, B2B organizations must decide how to protect their sales reps’ income
• When executed properly, changes made to sales rep compensation signal business stability and commitment to the sales team
• Sales operations leaders must balance company risk with employee security to ensure an even and sensible approach