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

Prepare Now For Successful 2022 Channel Sales Planning

Stephanie Sissler 1 day ago
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.
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
Blog

Three Outcomes Sales Leaders Should Expect From Marketing In 2022

Nancy Maluso October 13, 2021
“Disappointment is the gap that exists between expectation and reality.” — John C. Maxwell To avoid disappointment at the end of 2022, sales leaders must drive a new reality in their relationship with marketing. Leaders need to ensure that alignment and integration with marketing is front and center in their 2022 sales plan. First, sales […]
Read 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

In 2022, Insights-Driven Sales Organizations Will Win

Mike Pregler October 6, 2021
B2B sales leaders need to move away from conventional, comfortable approaches and embrace the realities of today's digital-first buying climate. Learn what the shift requires.
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

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
Webinar

North America Planning Assumptions 2022: B2B Sales

Sales is at a crossroads. It’s time to embrace the adaptations you made in the last two years and align your selling approach to the way people buy now. Learn how.
Register Now
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
Webinar

The Future Of Sales Compensation Is Insight-Driven

Find out why and how you can start adapting your sales compensation program to align with the reality of selling today.
Watch Now
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

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

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
Blog

Sales Operations As Switzerland: How Sales Leaders Can Avoid The Politics Of Territory Design

Anne Slough April 12, 2021
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.
Read More
Blog

The Future Of Sales Compensation Is Insight-Driven

Seth Marrs March 31, 2021
Sales compensation plans have not kept up with the realities of how B2B sales are won. This will change as insights are increasingly folded into the compensation planning process.
Read More
Blog

Careful With That Axe, Sales Team: AI And The Future Of Forecasting

Brandon Purcell March 16, 2021
While traditional, opinion-based forecasting often misses the mark, AI holds great promise for sharpening B2B sales forecasting. Learn how at this year's B2B Summit EMEA.
Read More
Blog

Targeting Better Together: Six Insights-Driven Best Practices For Sales And Marketing Leaders

Alisa Groocock March 8, 2021
There is enormous power in building a proprietary set of insights that drive sales and marketing to the best-fit and most lucrative targets.
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

Four Critical Planning Considerations For Sales Enablement Leaders In 2021

Eric Zines October 20, 2020
Sales enablement leaders should be prepared to optimize and expand the all-virtual environment in 2021. Annual planning — for resources, personnel, and programs — will be particularly difficult as enablement leaders solve for the current environment but also anticipate what comes next. Improve your odds for success with the four following suggestions.
Read More
Blog

A Look Ahead: What Sales Operations Leaders Must Prepare For In 2021

Steve Silver October 7, 2020
Change will be constant in the year ahead. Learn the steps that sales operations leaders can take to put their organizations on a path to success.
Read More
Blog

How To Create A Sales Plan While Dodging The Curveballs The World Keeps Throwing

Nancy Maluso September 29, 2020
For sales leaders at emerging companies, coupling a clear purpose with agile approaches is crucial for 2021 planning.
Read More
More posts