Sales Operations

Today’s sales operations leaders must harness data and insights to optimize processes, maximize sales productivity, and deliver on sales targets. Read our latest sales operations insights to help achieve these aims and support sales and organizational objectives.

Discover how Forrester supports sales professionals.

Insights

Blog

Revenue Operations And Intelligence (RO&I) Is Now Core To A Go-To-Market Tech Stack

Anthony McPartlin 3 days ago
If there is one go-to-market tech category that generates significant confusion amongst buyers and even providers, it's revenue operations and intelligence (RO&I). Fortunately our first New Tech report on the category has just dropped with the explicit goal of removing the ambiguity around this category. Here its author Anthony McPartlin, provides some highlights.
Sign in to read more
Blog

How Many Sales Processes Do You Need? Making The Case For One Sales Process Across The Organization

Anne Slough 5 days ago
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%. […]
Read More

Planning Assumptions 2022

Discover the trends that will define B2B leaders' priorities in 2022 and learn what it will take to capitalize on them. Explore our guides, blog posts, podcasts, and more.

Blog

The Two Pillars Of Successful Annual Sales Planning

Robert Munoz October 7, 2021
Many factors go into effective sales annual planning. Yet without close revenue engine alignment and use of data-driven insights, your plan may be doomed to failure.
Read More
Podcast

Transformation, Not Adaptation, Will Be Key For B2B Sales Leaders In 2022

What It Means October 7, 2021
To succeed in 2022 and beyond, B2B sales leaders need to transform and embrace the new digital normal. Vice Presidents Mike Pregler and Stephanie Sissler explain what that requires in this discussion of Forrester’s 2022 Planning Assumptions for sales executives.
Listen Now
Webinar

Priorities & Planning 2022: EMEA B2B Sales Leaders

Even in the best of times, planning for a new fiscal year can be daunting. Let us help you with that. Register for our complimentary webinar for B2B Sales Leaders. 
Watch Now
Blog

Five Perspective Shifts Sales And Revenue Operations Leaders Need To Make In 2022

Steve Silver September 30, 2021
As the B2B buying process becomes more complex, sales operations teams face escalating demands. Learn about the trends that will shape sales operations leaders' priorities in the year ahead.
Read More
Blog

Want To Set An Achievable Number For 2022? Don’t Skimp On Annual Sales Planning

Phil Harrell September 23, 2021
When sales leaders and the sales org are laser-focused on hitting their year-end numbers, it can be hard to give proper mindshare to annual planning. Yet a thorough planning process is critical to success.
Read More

Accelerate Into Selling's New Era

Discover the trends that will define B2B sales in 2022, and get actionable advice to come out ahead. Explore our Planning Assumptions guide for sales executives and sales operations leaders.

Blog

Get To “Yes” Faster By Embracing The Switch From Relay To Adventure Racing

Seth Marrs September 7, 2021
Revenue organizations need to work together to optimize human and digital interactions with buyers, rather than restricting functional groups to “their” position in the buyer’s journey.
Read More
Blog

B2B Summit APAC Preview: Turn Insight Into Opportunity With The B2B Revenue Waterfall

Steve Silver August 22, 2021
Forrester’s new B2B Revenue Waterfall will help you optimize opportunities and provide better alignment between marketing and sales. Learn more at B2B Summit APAC.
Read More
Blog

Putting Forrester’s B2B Revenue Waterfall Into Action: Six Tips For Laser-Focused Targeting

Alisa Groocock July 22, 2021
Your product demos, content, and delivery channels won't matter if you're pursuing the wrong targets. Learn how the new Waterfall can help you zero in on the most promising opportunities.
Read More
Blog

Your Buyer Is A Group, Not A Person. What Are You Doing About It?

Kerry Cunningham July 8, 2021
Nearly all B2B buying decisions are made by groups. So why are so many marketers still oriented toward leads? Learn why, and see how Forrester's B2B Revenue Waterfall can give you better insights and results.
Read More
Blog

Conversational Interactions And AI: Enhancing The Digital Buying Experience And Closing Gaps In Your Sales Process

Anne Slough July 1, 2021
Organizations that fail to meet buyers’ expectations for personalized omnichannel communications risk losing market share to competitors that do.
Read More

North America

How Sales Leaders Will Gain An Edge In 2022

Dive into the trends that will shape B2B sales in 2022. Get actionable advice to capitalize on them in our Planning Assumptions webinar for B2B sales leaders.

Blog

Moneyball For B2B Sales: The Insights-Driven Sales System

Phil Harrell May 21, 2021
Just as using a scientific approach boosted the fortunes of major league baseball teams, so should sales teams use data and analytics to lift productivity and performance.
Read More
Blog

Improving Sales Productivity Is Never A One-And-Done Effort 

Phil Harrell May 19, 2021
To get the most value from conducting a sales activity study — and to sustain that value — sales leaders need to continuously look for opportunities to fine-tune.
Read More
Blog

B2B Revenue Operations Is Seeing Greater Centralization, But Can Organizations Make It Stick?

Anthony McPartlin May 13, 2021
To enable commercial optimization, revenue operations leaders must become change agents for a shift in mindset through four fundamental values.
Read More
Blog

Welcome To The Future: Have You Heard About The 5 P’s Of Sales?

Phil Harrell May 6, 2021
Learn about the characteristics that sales organizations will need to gain and maintain a competitive edge.
Read More
Blog

Optimizing The Outside Sales/Inside Sales Mix

Robert Munoz April 30, 2021
Inside sales and field sales activities and roles have blurred, as both sellers and buyers enabled with digital tools have confirmed the physical and virtual boundaries that separate “outside” and “inside” sellers don’t matter anymore. Inside sales reps can close big deals — often more efficiently and at a lower cost than traditional field sellers, […]
Read More

Get Our 2022 Predictions First

Sign up to get an alert the minute Forrester's 2022 Predictions are available, and be the first to know about the dynamics impacting your organization in the year ahead.

Blog

Why Sales Leaders Must Leverage A Systematic Approach To Earn, Retain, And Grow Customers

Phil Harrell April 29, 2021
Changing buyer preferences and remote work have forced sales organizations to rethink how and where they sell. An insights-driven, team-oriented approach is needed to succeed. Learn more at next week's B2B Summit North America.
Read More
Blog

Why We Have A New Waterfall For 2021 (And Why You Should Care)

Kerry Cunningham April 27, 2021
At next week's B2B Summit North America, Forrester will debut a brand new waterfall model. Get a preview now of the value it will bring to B2B organizations.
Read More
Blog

Clairvoyance Should Not Be Required For Revenue Planning

Marcia Trask April 15, 2021
Marketing, sales, and customer engagement leaders need a structured, facts-based approach to achieving revenue and growth goals. Learn what that requires.
Read More
More posts