Sales Productivity

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Blog

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

Anthony McPartlin October 20, 2021
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.
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Blog

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%. […]
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Sales Activity Study

Identify productivity roadblocks for your sales reps and start paving the way to greater efficiency.

Blog

Sales Enablement Leaders Must Emphasize Role-Specific Enablement In 2022

Jennifer Bullock October 5, 2021
Buyers expect sellers to partner with them and not only demonstrate a deep understanding of their market, industry, and role — but also to anticipate their next steps. Sales enablement leaders need to ensure that reps have the content, credibility, competency, and confidence to deliver.
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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.
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Blog

Wondering If Your Sales Enablement Efforts Are Visible? Try These Four Quick-Hit Options

Peter Ostrow September 14, 2021
Sales enablement can often be a squirrelly thing to quantify. For starters, most practitioners are compensated via the same mechanisms — quota attainment, deal size, sales cycle — that are deployed to reward just about everyone in the direct sales hierarchy: leaders, coaches, overlays, managers, and, of course, the reps and partners they support. But […]
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Webinar

Accelerate Sales Rep Performance With Data And Insights

Learn how to increase opportunity volume, deal velocity, deal size, and win rate with Dynamic Guided Selling.
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Blog

Five Productivity Obstacles Sales Organizations Need To Overcome

Phil Harrell May 26, 2021
Improving reps' productivity is a key priority for many sales leaders. The first step to achieving this is to truly understand the productivity obstacles today’s sales teams face.
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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

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.
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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.
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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.
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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, […]
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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.
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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

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.
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Blog

Sales Leaders: What Happens When We All Get To Travel Again?

Peter Ostrow March 2, 2021
Pretty soon, we’re going to start booking business travel again. After the initial endorphin release, how much will we have learned from selling in a work-from-home world?
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Blog

Quoting Is About More Than Just Efficiency — It’s Also A Key Sales Driver

Seth Marrs September 28, 2020
Discover how to use quoting results to identify cross-sell opportunities and improve sales productivity.
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Blog

Use Science to Improve Sales Team Productivity and Build a “Seller-Friendly” Culture

Phil Harrell July 7, 2020
A fundamental approach to solving sales productivity challenges is to understand where reps invest their most precious asset — their time — and to address sales rep efficiency. Understanding why reps are spending time on non-productive tasks, and then freeing up that time so they can spend more time selling is a data-driven approach.
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Blog

New Sales Operations Sunburst Model Debuts at Summit

Mike Belden May 7, 2020
  • Steve Silver of Forrester introduced the latest version of the SiriusDecisions Sales Operations Sunburst at Summit 2020
  • The Sales Operations Sunburst Model defines the core responsibilities of sales operations
  • The new version of the model provides a detailed breakdown of six key accountabilities
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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.

Podcast

Rebooting The Sales-Marketing Relationship

What It Means February 27, 2020
The sales-marketing divide of old lives on at many companies. Overcoming it is critical to giving today's savvy buyers the seamless experience that they expect. On this week’s What It Means, Phil Harrell, vice president and group director, explains how to bridge the disconnect to drive better results.
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