Planning Guide Report

Planning Guide 2023: B2B Sales Executives

Balance Strategic And Tactical Investments

August 23rd, 2022
Mike Pregler, VP, Research Director
Mike Pregler VP, Research Director
With contributors:
Rick Bradberry , Stephanie Sissler , Nancy Maluso , Mallory Icenhower , Robin Whiting

Summary

Despite the headwinds of inflation, slower than expected consumer spending, and the continuing war in Ukraine, B2B sales executives must prepare their organizations for continued growth. This is the existential challenge most sales leaders accept. According to Forrester’s Winter Sales Survey, 2022, 26 out of 28 sales leaders in high-performing organizations reported that their organizations experienced greater than 10% revenue growth despite the effects of the pandemic. They accomplished this by optimizing their sales operating systems. In this report, we discuss which elements sales leaders should invest in and which they should rationalize to drive continued growth in the upcoming year.

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