Phil Harrell

VP, Group Director

Forrester Bio

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Blog

The Glengarry Glen Ross Effect: Why Sales Isn’t Attractive To Recent College Grads

Phil Harrell July 22, 2021
The sales profession has changed — but old stereotypes remain. Sales leaders need to help counter the misperceptions to bring in talent.
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Blog

Five Productivity Obstacles Sales Organizations Need To Overcome

Phil Harrell May 26, 2021
Improving reps' productivity is a key priority for many sales leaders. The first step to achieving this is to truly understand the productivity obstacles today’s sales teams face.
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Blog

Moneyball For B2B Sales: The Insights-Driven Sales System

Phil Harrell May 21, 2021
Just as using a scientific approach boosted the fortunes of major league baseball teams, so should sales teams use data and analytics to lift productivity and performance.
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Blog

Improving Sales Productivity Is Never A One-And-Done Effort 

Phil Harrell May 19, 2021
To get the most value from conducting a sales activity study — and to sustain that value — sales leaders need to continuously look for opportunities to fine-tune.
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Blog

Welcome To The Future: Have You Heard About The 5 P’s Of Sales?

Phil Harrell May 6, 2021
Learn about the characteristics that sales organizations will need to gain and maintain a competitive edge.
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Blog

Why Sales Leaders Must Leverage A Systematic Approach To Earn, Retain, And Grow Customers

Phil Harrell April 29, 2021
Changing buyer preferences and remote work have forced sales organizations to rethink how and where they sell. An insights-driven, team-oriented approach is needed to succeed. Learn more at next week's B2B Summit North America.
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Blog

Forrester’s B2B Summit Is Here — And With It Comes The Future Of B2B Sales

Phil Harrell April 26, 2021
Learn what successful selling will require in our upcoming B2B Summit North America.
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Blog

Sales Leaders: Four Ways To Set An Achievable Number For 2021

Phil Harrell September 28, 2020
Sales leaders should set themselves and their teams up for a successful 2021 by negotiating a realistic and achievable annual quota.
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Blog

The Forrester SiriusDecisions Summit Asia Pacific 2020: Learning What Sales Leaders in Asia Do to Win

Phil Harrell July 30, 2020
Summit plenary sessions will include actionable insights about changing B2B buying habits and practical advice about how to create resilient sales plans to navigate turbulent times. Sales-specific track sessions will outline how to build a best-in-class outbound prospecting organization, how to select and implement a sales methodology, and how to adopt dynamic selling. technology
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Blog

Use Science to Improve Sales Team Productivity and Build a “Seller-Friendly” Culture

Phil Harrell July 7, 2020
A fundamental approach to solving sales productivity challenges is to understand where reps invest their most precious asset — their time — and to address sales rep efficiency. Understanding why reps are spending time on non-productive tasks, and then freeing up that time so they can spend more time selling is a data-driven approach.
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Blog

A Sales Executive’s Perspective on Alignment: Outdated Stereotypes, Pipeline and Revenue Goals for Marketing

Phil Harrell March 4, 2020
  • Despite compelling evidence that tight sales and marketing alignment drives superior business results, executives struggle to drive alignment between their functions
  • Sales executives can drive alignment by updating outdated stereotypes about the other functions
  • Establishing pipeline and revenue contribution targets for marketing is critical; without agreement on goals, all alignment efforts are doomed to failure
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Blog

Why Customer Success Is Critical to Helping Sales Leaders Meet Quota

Phil Harrell November 19, 2019
  • B2B buyers are demanding a new and improved customer experience that enables them to quickly realize value from the solutions they purchase
  • Sales leaders must look beyond closing the initial deal and focus on customer retention, growth and advocacy to grow revenue

  • Sales structures must enable customer-facing teams to deliver a compelling customer experience, and customer success should be viewed as a strategic growth engine
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Blog

The Most Important Metric for Sales Leaders in Subscription Businesses to Track and Use to Drive Revenue Growth

Phil Harrell June 26, 2019
  • Subscription-based business models require B2B sales leaders to focus equally on acquiring and retaining customers
  • Customer lifetime value (LTV) and customer acquisition cost (CAC) are two critical metrics that sales leaders should measure
  • The LTV:CAC ratio helps sales leaders pull the right levers to align their costs with customer profitability in each segment
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Blog

Why Sales Leaders Need to Digitally Transform Their Teams

Phil Harrell June 21, 2019
  • Buyers’ purchasing habits have changed dramatically, but many sales organizations still sell the old way
  • Sales leaders need to reorient their entire go-to-market model to match how buyers purchase and use products
  • Sales leaders can transform teams and achieve the dual aims of winning more deals and lowering costs
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Blog

Does Your Company Have a High-Performing Revenue Engine?

Phil Harrell April 29, 2019
  • CEOs and other executives want to know if their revenue engine is high performing
  • Sales, marketing and product functions must all contribute equally for a revenue engine to perform successfully
  • By assessing each function’s contribution to revenue engine success, executives can improve the predictability of future revenue and profit growth
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Blog

You Get What You Get and You Don’t Get Upset: How Sales Leaders Can Accelerate Revenue Growth by Increasing Sales Efficiency

Phil Harrell August 13, 2018
  • When planning for the new fiscal year, sales leaders focus on adding resources as the primary method of accelerating revenue growth
  • Better use of current investments in headcount and improved process discipline are often overlooked as ways sales leaders can grow revenue more cost efficiently
  • To understand how to better utilize their current investments in sales leaders must benchmark their sales organization against the metric of sales efficiency
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Blog

What Boards of Directors Really Want From Their VPs of Sales

Phil Harrell July 26, 2018
  • If they are not forthcoming about issues affecting the organization and don’t act as business leaders, sales leaders quickly lose credibility with their board of directors
  • Boards of directors want their vice president of sales to be proficient in articulating an overall model for success that demonstrates they are architecting a revenue engine that will scale
  • VPs must deliver a board deck that is simple, consistent and shows progress from quarter to quarter
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Blog

2018 Global Chief Sales Officer Study: Is Your Sales Team Selling the Way Buyers Want to Buy?

Phil Harrell June 14, 2018
  • Buyers are in control of the buying process, so B2B organizations must make adjustments to reflect this shift in power
  • Chief sales officers (CSOs) need to rearchitect the way their sales team sells to reflect how buyers purchase
  • Sales teams that provide a compelling buying experience will win
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Blog

Takeaways from Chief Sales Officer (CSO) Roundtable on How to Design Winning Compensation Plans

Phil Harrell October 20, 2016
  • Well-designed compensation plans are critical to a sales team’s success
  • Given an organization’s competing priorities, it is challenging for sales leaders to implement a simple, effective compensation plan that motivates the right behaviors
  • Sales leaders should follow a comprehensive compensation process to design winning compensation plans
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Blog

Infographic: Top Sales Leadership Challenges

Phil Harrell June 13, 2016
  • Sales leaders are dealing with similar challenges
  • Five challenges in particular come up consistently
  • There is data available to help give sales leaders the context they need to solve these challenges
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