Robert Munoz

Principal Analyst

Forrester Bio

Author Insights

Blog

Optimizing The Outside Sales/Inside Sales Mix

Robert Munoz April 30, 2021
Inside sales and field sales activities and roles have blurred, as both sellers and buyers enabled with digital tools have confirmed the physical and virtual boundaries that separate “outside” and “inside” sellers don’t matter anymore. Inside sales reps can close big deals — often more efficiently and at a lower cost than traditional field sellers, […]
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Blog

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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Blog

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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Blog

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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