Robert Munoz

Principal Analyst, Sales Operations

Forrester Bio

Author Insights


Sales Operations Leaders: Set Realistic Sales Goals For 2021

Robert Munoz September 30, 2020
The uncertainty around the length and extent of COVID-19 makes the expected impact for 2021 unclear. One of the most important things you can do as a revenue or sales operations leader is ensure that the annual sales goals set across the business are realistic and in line with the business assumptions.
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Have You Created a Quota Model for FY19 Yet?

Robert Munoz October 19, 2018
  • Setting and deploying quotas is a critical challenge for B2B sales leaders
  • Quotas must be equitable, challenging and achievable – and drive consistent team and individual performance
  • Quota deployment is a six-step process that requires the alignment of sales, sales operations and finance
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Sales Intelligence: Guiding Sales Operations on the Path to Success

Robert Munoz July 17, 2018
  • Sales operations leaders are challenged to extract sales intelligence that informs, prescribes, automates, predicts and drives actionable insights to achieve sales goals
  • The SiriusDecisions Sales Intelligence Model identifies 17 capabilities foundational to delivering sales intelligence across each sales planning and execution stage
  • Building an end-to-end sales intelligence capability drives greater alignment between sales, product, marketing and finance on goals, deliverables and performance measures that improve predictability and visibility
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