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.

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Insights

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Does My RO&I Or Sales Engagement Platform Need To Be Native To Salesforce?

Seth Marrs 9 hours ago
Have you considered buying a revenue operations and intelligence (RO&I) or sales engagement platform? If so, you’ve likely seen vendors touting the benefits of their native Salesforce capabilities. That’s a good thing, right? Most clients I’ve spoken with believe a native application is a positive feature. Vendors know this and look for any opportunity to […]
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B2B Revenue Engine Alignment: A Cultural Transformation That Begins With Customer Obsession

Laura Cross November 21, 2022
A customer-obsessed organization requires an optimized revenue engine. Revenue engine alignment maximizes the buyer’s experience and, in turn, the success of the organization.

Tackle 2023 With Bold Action & Clear Focus

Get our Predictions 2023 Guide to see the 12 big-impact dynamics that leaders will have to navigate in the coming year.

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Sales Tech Innovation Is Declining — And That’s A Good Thing!

Seth Marrs October 27, 2022
From 2020 to 2021, we saw a renaissance in sales technology. COVID-19 forced sellers to work from home, leaving no choice but to adopt new technologies to do their job. In addition, low interest rates provided an almost unlimited supply of funding to help sales technology companies solve this challenge. Investors funneled almost a billion […]
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Sales Engagement Platforms Optimize Sales In A Hybrid World

Seth Marrs October 6, 2022
The Forrester Wave™ evaluation covering sales engagement vendors in 2020 was released at a point during the COVID-19 epidemic when sellers could no longer visit customers and 53% of white-collar workers were planning to work from home for the foreseeable future. One year later, the Forrester/Human Resource Executive© Magazine Q3 2021 US HR Decision-Maker Survey […]
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Four Key Investment Areas For Sales Operations Leaders In 2023

Steve Silver September 1, 2022
Sales operations planning will have to account for economic turbulence, but will find big opportunities in smart tech deployment.
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Sales Leadership, Assemble! At Forrester’s B2B Summit EMEA In London, October 11–12

Anthony McPartlin July 21, 2022
B2B organisations face a range of macroeconomic uncertainties as they head into the second half of 2022 that pose risk to growth and profitability objectives. While you may not have control over these changing conditions, you can determine your own path through them to ensure that you thrive rather than just survive. Forrester’s B2B Summit […]
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The B2B Sales Leader’s Strategy Guide For Economic Downturns

Nancy Maluso July 12, 2022
Discover actions you can take now to position your organization for a fast recovery.

See Why 2023 Fortune Favors The Bold And Focused

Explore our 2023 Predictions to see where strategies are shifting – and where opportunities for bold moves exist.

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Clari’s Acquisition Of Wingman Signals A Deeper Push Into Revenue Intelligence

Seth Marrs June 15, 2022
Clari is a sales technology provider that helps sales teams streamline operations and improve revenue predictability. Traditionally, it has stayed away from deeper revenue intelligence capabilities that focus on interaction execution, preferring to aggregate that information from other tools and present it in Clari. The Wingman acquisition is a shift away from this approach, as […]
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Time For Sellers To Exit The Activity Capture Game

Seth Marrs May 27, 2022
New tools that automate data capture from buyer-seller interactions will unlock a plethora of benefits for sales organizations.
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The Sales Engagement Landscape And The Case For The Single Pane Of Glass

Seth Marrs May 19, 2022
In this fast-moving sales technology environment, the sales engagement feature set has never been more valuable. Our new research provides insight into what the future may hold.
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How Sales Can Make Your Sustainability Sustainable

Anne Slough April 22, 2022
The concept of “sustainability,” as we know it today, was first introduced in 1987 in the famous Brundtland (for Dr. Gro Harlem Brundtland) Report produced by several countries for the UN. The report defined sustainable development as meeting “the needs of the present without compromising the ability of future generations to meet their own needs” […]
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The Great Sales Content Disconnect

Jennifer Bullock April 20, 2022
Today, both sellers and buyers are forced to navigate a perfect storm of content, as the average number of interactions per B2B buying cycle has jumped 54% over the past two years and reps have an average of 1,400 sales assets to choose from. While reps now have more tools to leverage than ever before […]

Planning Guides 2023

Get planning and budgeting guidance for tech, CX, marketing, and other functions to help you make the right decisions in the year ahead.

Blog

Revenge Of The Data Nerds

Brett Kahnke April 14, 2022
(Or, Why You Should Have A Revenue Operations Data Center Of Excellence) “Nerd” is a term of pride in my household. My kids and I embrace the label for its appreciation of learning, its respect for trivia, and its … well … accuracy. Our friends know the topics that might get us nerding out and […]
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Experience Rooms Are Back At B2B Summit To Help You Align Across Your Revenue Engine

April Henderson April 14, 2022
Join us next month in Austin to gain some hands-on experience in improving marketing, sales, and product alignment.
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Portfolio Marketing And Sales Operations: A Dynamic Duo!

Anne Slough March 21, 2022
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 […]
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Forrester’s Q1 2022 Sales Operations Pulse Survey Results

Anne Slough March 17, 2022
Looking to fine-tune your sales operations? Get eight key takeaways from Forrester’s Q1 2022 Sales Operations pulse survey.
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The New Digital Sales Experience (DSX) Manifesto

Steve Silver March 7, 2022
Sales reps' needs and preferences are too often ignored in technology purchase decisions. Learn how to start changing that.

2023 Planning Isn’t Business As Usual

Explore Forrester's 2023 planning guide for data-driven insights on where to invest, where to pull back, and where to stay the course.

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Awesome Sales Enablement Customer Quotes: The Sequel

Peter Ostrow March 6, 2022

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Recycle Opportunities To Make The Most Of Your B2B Investments

Vicki Brown March 3, 2022
When you’re tracking B2B opportunities, some will inevitably take a detour. Learn how to manage those opportunities to successfully reengage these potential deals.
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Why Don’t Sales Leaders Care More About Seller Insights?

Seth Marrs March 1, 2022
Advanced analytics are changing sports as teams collect data that provides insights about the opposing team, its players, and in-game opportunities. These insights only work, however, if the players take advantage of them during the game — in the moment. The three-point shot in the NBA is a great example. Obviously, scoring three points is […]
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