Planning Guide Report

Emerging-Growth Sales: Planning Assumptions 2021

September 18th, 2020


After the pandemic and economic dislocation of 2020, sales and marketing leaders must identify what will drive revenue in 2021. Sales leaders of emerging-growth companies must create adaptable plans that can respond to changing conditions quickly and effectively, balancing fiscal prudence with the need to invest for growth. Sales teams also must contend with knowledgeable buyers whose requirements have become increasingly stringent. In this report, we define five trends that will affect the priorities of sales leaders of emerging-growth companies in 2021.

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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.