Best Practice Report

Designing The Sales Engine For Emerging Companies

November 20th, 2020


Emerging companies, characterized by Forrester as those with less than $100 million in revenue and double-digit growth, must establish a repeatable, scalable revenue engine to ensure sustained and profitable growth. Sales leaders in emerging companies must balance building with execution and ensure cross-functional alignment. If growth stalls, leaders must reassess their strategy and transform their engine. In this report, we introduce a powerful workflow for emerging-company sales leaders that details the steps required to build a sales engine that contributes to the company’s revenue engine, driving repeatable, scalable growth.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.