Sales Planning

Knowing what course to take and which investments to make will determine your success in the new fiscal year. Read our research-based insights to navigate the annual sales planning process.

Discover how Forrester supports B2B sales leaders.

Insights

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

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.
Blog

Three Key Areas For Sales Enablement To Focus On In 2023

Peter Ostrow September 1, 2022
Competencies, culture, and compensation — find out where you should invest your sales enablement budget in the year ahead. Read highlights from our new report, Planning Guide 2023: Sales Enablement.
Blog

B2B Sales Leaders: Balance Strategic And Tactical Investments In 2023

Mike Pregler September 1, 2022
Experience from past economic slumps indicates that B2B sales leaders’ budget plans must balance essential strategic investments with “quick win” tactical investments.
Blog

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 […]
Blog

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.
Blog

Sales Leaders Can Improve Sales Productivity By Focusing On Four Wellness Steps

Nancy Maluso April 20, 2022
Sales leaders want to continuously improve sales productivity. What many may not realize is that high seller engagement and wellness directly correlate with higher productivity. However, evidence from Forrester’s Q3 2020 US Future Of Work Survey shows that B2B sellers feel fatigued, less engaged, and more frustrated at work compared with other B2B professionals. This […]

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

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.
Blog

Attention, Sales Leaders: Treat Potential Hires Like Potential Buyers To Quickly Fill Recs With Qualified Candidates

Phil Harrell February 3, 2022
The competition for hiring great sales reps has never been fiercer. To ensure they hire the best candidates, sales leaders must treat candidates like buyers. Find out how in this blog post.
Blog

Sales Leaders’ Guide To Rolling Out Compensation Plans At Kickoff

Phil Harrell January 20, 2022
Compensation plans that motivate sellers to accomplish corporate objectives are invaluable to sales growth. How sales leaders roll out compensation plans to their sales teams is crucial to gaining buy-in to the plan. Successful rollouts have three key attributes: Transparency Alignment Stakeholder buy-in It is up to the CSO/CRO to communicate the plan and ensure […]
Blog

Four Things Sales Executives Should Do Immediately To Ensure A Fast Start To 2022

Phil Harrell January 13, 2022
A sluggish January can be difficult to recover from. Use these insights to start the year on the right foot.
Blog

How Sales Leaders Can Generate More Pipeline

Phil Harrell December 21, 2021
“My sales team has too many opportunities and too much pipeline,” said no sales leader ever. Recent changes in B2B buying habits offer sales and marketing leaders a unique opportunity to adopt a new approach to building pipeline that will support reps’ quota attainment efforts. Sales Leaders Don’t Care About Leads — They Care About […]

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

Hey! Don’t Leave An Important Faction Off Your Sales Learning Event Guest List

Jennifer Bullock November 29, 2021
First line sales managers will be working day in and day out with reps. So, to ensure that the knowledge and skills just learned at sales enablement training events stick, it’s critical that you enable FLSMs to coach and inspect their teams and help reps put into practice whatever the newest competency may be.
Blog

Sales Enablement And The Great Resignation — Three Things You Need To Do NOW

Eric Zines November 11, 2021
Between April and August of 2021, the US Bureau of Labor Statistics reported an alarming trend for businesses: The number of resignations, or the “quits rate” as they call it, began to climb to record monthly highs. In August, 2.9% of the labor force resigned, which is up from a “normal” run rate of around […]
Podcast

B2B Buying Has Changed. How Should Marketers Respond?

What It Means November 4, 2021
The B2B buying process has changed dramatically in recent years, and particularly during the pandemic. Are the changes permanent, and what should marketers do to adapt? VP and Principal Analyst Beth Caplow and Principal Analyst Barbara Winters provide insight on What It Means.
Blog

Prepare Now For Successful 2022 Channel Sales Planning

Stephanie Sissler October 21, 2021
Management and growth of the channel is too important to be left to chance. Here are the five actions to take in Q4 to ensure you and your organization are ready to begin building your 2022 channel sales plan.
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How Many Sales Processes Do You Need? Making The Case For One Sales Process Across The Organization

Anne Slough October 18, 2021
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%. […]

Ask A Sales Leader:
A Forrester Podcast

Hear what it takes to achieve and sustain success from top B2B sales leaders.

Blog

Three Outcomes Sales Leaders Should Expect From Marketing In 2022

Nancy Maluso October 13, 2021
To achieve the results they want in the coming year, sales executives should ensure that alignment and integration with their marketing counterparts are front and center.
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.
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.
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