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

Blog

Beyond The Hype Of Generative AI For Users Of Sales Tech

Seth Marrs 1 day ago
This blog provides an overview of what generative AI is — and what it is not — for B2B sales organizations.
Blog

Is Your Revenue Tech Strategy Beach-Ready?

Anthony McPartlin 4 days ago
Despite heavy investment in tech, many B2B organizations struggle to show related business impact due to implementation, integration, and adoption issues. It’s time for revenue technology management to be elevated as a strategic capability to drive sustainable business value from tech.

B2B Summit North America

Discover research-based insights, tools, and frameworks to power your success in a tumultuous 2023. Join us for the year's premier event for B2B marketing, sales, and product teams.

Blog

Your Company’s Quota Attainment Is Probably Around 50%, And That’s Not A Bad Thing

Seth Marrs 7 days ago
Quota attainment is consistently used as a sales performance metric but is misunderstood and should not be used as an indicator of sales success. Read this blog to understand the reasons for quota attainment challenges and why different measures should be used.
Blog

How B2B Companies Will Win The Competition For Growth

John Arnold 7 days ago
The competition for growth is fiercer than ever for B2B companies. To win, marketing, product, and sales leaders need to build a growth engine based on three fundamentals that are also simple, powerful, challenging, and achievable.
Blog

Sales Content Solutions: A Lid For Every Pot

Kathleen Pierce March 9, 2023
The Forrester Wave™: Sales Content Solutions, Q4 2022, revealed a market that has radically expanded its capabilities, truly providing a lid for every pot. Modern sales content solutions (SCS) are multifaceted, highly integrated keystones of the sales/marketing tech stack and are table stakes for most companies past the startup stage. Providers are focusing their innovation […]
Blog

Sales Technology: Saturated To Simplified

Steve Silver March 7, 2023
Maximizing value from sales technology is more important than ever while budgets are lean and the economy continues to waver. Explore findings from our recent Tech Tide and what they mean for sales leaders.
Blog

Leverage Data In Your Sales Strategy To Win 2023

Alex Schanne February 23, 2023
Attention, sales leaders! In case you missed it, to win in 2023, your reps must leverage digital selling tactics and listen to buyer signals. Today’s buyer is empowered and increasingly reliant on self-discovery through digital experiences. Sales leaders need to adapt fast to win, retain, and grow revenue in this increasingly turbulent market, but the […]

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.

Blog

Navigating The Economic Headwinds Of 2023

Anne Slough February 21, 2023
The inability to sell in person during the pandemic gave rise to the perception that we needed more meetings and emails — taking away from direct selling time. As we’ve moved past the pandemic, learn what our data is telling us about where sales reps are spending their time now.
Blog

Time To Track Sellers Like Athletes

Seth Marrs January 16, 2023
Many companies adore their top-performing sellers and treat them like elite athletes. They literally have days of celebrations to reward their success. In the sales world, we call these President’s Club trips. While this reverence has merit, it has also created a double standard that limits company performance. Reverence for top sellers often leads to […]
Blog

Sales Kickoff: Four Things The Best CSOs Do Well

Rick Bradberry December 23, 2022
To set the tone for a successful year, sales leaders should make a point of celebrating past-year wins and equipping their teams to be effective in the months ahead.
Blog

A Sales Performance End-Of-Year Review — Forrester’s SPM Landscape Can Help

Robert Muñoz December 22, 2022
Congratulations on making it through another turbulent year! As we toast our glasses to hopes of new opportunities and growth in 2023, it’s important to take some time to review what we’ve learned through the year and adapt to changes that are unfolding into the new year. This was an important year of discovery as […]
Blog

What’s Next For Sales Intelligence Solutions?

Anne Slough December 20, 2022
(Part two of a two-part series) Sales intelligence, in concept and in practice, has experienced a significant evolution (see part one of this blog series). Today’s sales intelligence providers give insight into buyer behaviors and provide data to salespeople. This helps sales professionals identify, analyze, present, and utilize data to increase win rates for acquisition, […]

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.

Blog

The Future Of Account-Based Selling Technology

Steve Silver December 19, 2022
When properly selected and implemented, account-based selling solutions deepen teams’ understanding of key accounts. Sellers can then focus on winnable deals, increase average deal value, and maximize customer lifetime value.
Blog

The State Of B2B Sales Intelligence Vendors: What Is It, And Why Should You Care?

Steve Silver December 14, 2022
(Part one of a two-part series) In the recently published Forrester Landscape report, we define B2B sales intelligence as: Solutions that offer data, insights, and data management services to optimize sales efficiency and effectiveness. Companies use sales intelligence vendors to augment and enhance sales data about markets, accounts, prospects, buying groups, and contacts. Insights delivered […]
Blog

Account-Based Selling Technologies: What You Need To Know

Anne Slough December 14, 2022
(Part one of a two-part series) Effective and actionable key/strategic account plans are an elusive quest for many sales organizations. Throughout my 30-year sales career, I’ve pursued this quest as both a rep and a sales leader. Still, it remains one of the more challenging sales issues I’ve faced. The good news is that help […]
Blog

What I Learned About Sales Technology In 2022

Seth Marrs December 12, 2022
In the past tumultuous year, cash flow into sales technology companies dried up. How were vendors and customers impacted?
Blog

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

Seth Marrs November 30, 2022
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 […]

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

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.
Blog

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 […]
Blog

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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