Best Practice Report

Sales Operations: Project Success Factors

January 1st, 2018


Completing an operational improvement project within a B2B sales organization requires a new process, tool, or behavior to be consistently adopted. But if the project isn’t well planned and executed, persistent confusion may result from an unsuccessful transition, and the organization will never realize the intended benefits. Sales operations must ensure that the sales organization is aligned and ready to implement, adopt, and sustain the chosen initiative. In this report, we describe three sets of best practices that sales operations should apply to ensure operational improvement project success.

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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.