Planning Guide Report

Planning Guide 2023: Sales Operations

August 23rd, 2022
With contributors:


Macroeconomic headwinds (e.g., inflation, global supply chain disruptions) create challenges and opportunities for sales and sales operations leaders. Acquiring and retaining customers and increasing customer lifetime value in a systematic, cost-efficient way is key. Yet only 17% of sales operations practitioners say they use macroeconomic trend and outlook data to inform annual sales planning, according to Forrester’s Winter Sales Survey, 2022. Those who weathered the pandemic by embedding customer obsession, improving analytics capabilities, streamlining sales processes, and investing in sales technology have an opportunity to capitalize on economies of scale and productivity.

Want to read the full report?

This report is not available for purchase at this time.

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.