Sales Operations

Today’s sales operations leaders must harness data and insights to optimize processes, maximize sales productivity, and deliver on sales targets. Read our latest sales operations insights to help achieve these aims and support sales and organizational objectives.

Discover how Forrester supports sales professionals.

Insights

Blog

Can Your Sales Rep Be Influenced By Commission?

Seth Marrs January 5, 2021
Compensation is important — but it isn't always the primary sales motivator. Evaluate these three factors to determine the true impact of commission.
Read More
Blog

AI And The Sales Rep: Where Does The Machine Stop And The Human Begin?

Anne Slough December 18, 2020
With good data, AI can continue to learn and evolve, and by doing so, enable sales reps to focus on what they do best.
Read More

Inspire Your Sales Force. Produce Results.

Build and maintain a sales incentive program that both drives revenue and motivates your sales force.

Blog

The Six Components Of Effective Sales Compensation Plans

Seth Marrs November 24, 2020
An effective sales compensation program keeps sales reps motivated and drives revenue goals. Learn about the six elements of an effective compensation program.
Read More
Blog

Deciding When And What To Transition For Your Organization’s Digital Transformation

Anne Slough November 11, 2020
When thinking about implementing a digital transformation, there are things sales leaders must consider to align and compensate the organization’s sales resources with the shift. Forrester analyst Anne Slough shares how a digital transformation impacts the sales team’s success.
Read More
Webinar

Aligning Marketing And Sales Operations With Buyer Expectations

Today’s buyers expect visibility and personalization across the entire customer lifecycle. In this new reality, marketing and sales operations must align to drive efficiency and growth.
Watch Now
Blog

A Look Ahead: What Sales Operations Leaders Must Prepare For In 2021

Steve Silver October 7, 2020
Change will be constant in the year ahead. Learn the steps that sales operations leaders can take to put their organizations on a path to success.
Read More
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.
Read More

Predictions 2021 Online Event

Dive deep into the dynamics that will generate obstacles and opportunities in 2021.

Blog

Quoting Is About More Than Just Efficiency — It’s Also A Key Sales Driver

Seth Marrs September 28, 2020
Forrester SiriusDecisions Summit EMEA is almost here! Don’t miss Seth Marrs and Anne Slough’s presentation “Dynamic Guided Selling: Sales Technology That Actually Works for Sales Reps” and learn how to use quoting results to identify cross-sell opportunities.
Read More
Blog

Five Questions To Ask Before Changing Sales Methodologies

Eric Zines September 25, 2020
Sales methodology is a topic that evokes a wide range of comprehension among sales professionals, largely depending on their personal history with the methodologies their previous employers used.
Read More
Blog

Key Takeaways From The Forrester Wave™: Sales Content Solutions, Q3 2020

Laura Ramos September 15, 2020
In Forrester’s recently published report, “The Forrester Wave™: Sales Content Solutions, Q3 2020,” we evaluated the nine most significant ones — Accent Technologies, Bigtincan, ClearSlide (a division of Corel), Highspot, Mediafly, MindMatrix, Pitcher, Seismic, and Showpad — against 40 criteria. After researching, analyzing, and scoring each vendor’s current offering, strategy, and market presence, we identified […]
Read More
Blog

I See You! How Technology Increases Customer Transparency and Lifetime Value

Anne Slough September 10, 2020
Customer insights that organizations are able to glean, via technology, have continued to increase customer relationship transparency. These insights equip sales operations teams with the data needed to automate administrative activities. The resulting transparency arms sales operations and reps with a competitive advantage.
Read More
Blog

The Best of Both Worlds: Sales Reps Can Finally Get Value From Their Customer Interactions Without Needing to Log Them

Seth Marrs September 2, 2020
  • Sales activity analysis identifies insights that enhance the quality of buyer interactions
  • Automating activity capture reduces sales administrative time while increasing insights
  • Better insights help sales reps shift behavior from doing the same thing to doing the most meaningful thing
Read More

Predictions 2021 Hub

Explore our blog posts, videos, guides, and other resources to understand the dynamics that will shape 2021.

Blog

Prepare Your Organization’s Path Back to Growth at Summit EMEA

Anthony McPartlin August 19, 2020
  • The Forrester SiriusDecisions Summit EMEA virtual event will be held October 6–7
  • This year’s event is an integrated and immersive virtual experience that brings together live presentations, discussion, and analyst meetups
  • We preview some of the sales-related topics that will be covered at the 2020 Summit EMEA sessions
Read More
Blog

Cadence Optimization Is a Sales Rep Prospecting Superpower

Seth Marrs August 4, 2020
Follow three steps to improve the effectiveness of your prospecting teams, and leverage AI to enhance your sales reps' ability to connect with buyers.
Read More
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
Read More
Blog

Sales Reps as Psychics: Buyers Want You to Know Their Expectations, Even if They Haven’t Told You What They Are

Seth Marrs July 14, 2020
  • Use digital interactions to educate sales reps about buyer needs
  • Three specific opportunities allow reps to take advantage of digital interactions to close more sales
  • Analyzing digital interactions is an underutilized tool that helps reps to anticipate buyers’ needs
Read More
Blog

Is Your Sales Operations Team “Keeping up With the Joneses?” How Sales Ops can Be a Differentiator

Anne Slough July 6, 2020
  • Sales operations has increasingly shifted its focus from the tactics to strategy
  • The team should position itself to be the source of truth for the sales organization
  • Future sales operations roles will require higher levels of business acumen and communication skills
Read More

Align To Win: The Rise Of Revenue Operations

Gain insights into how sales operations, marketing operations, and customer success teams are maximizing revenue and performance.

Blog

Are You Managing Your Sales Data or Is It Managing You?

Seth Marrs July 2, 2020
  • Dynamic guided selling requires clean, real-time data to deliver the desired results
  • Three data management shifts will help organizations use AI effectively to improve performance
  • Eliminate data cleansing as a daily task to maximize analytics capabilities
Read More
Blog

B2B Marketers Should Bury the Lead

Vicki Brown July 1, 2020
  • B2B purchasing decisions have always been made by a committee, team, or buying group
  • Burying the lead means that B2B marketers must change and no longer focus on individuals
  • B2B marketers should embrace opportunities with buying groups, thus creating stronger alignment with sales and improved revenue engine productivity
Read More
Blog

The Most Important Question in Measurement and Analytics

Brett Kahnke June 25, 2020
  • There is one key question that every reporting and analytics team should ask themselves as they work
  • The answers to this question drive clear decision-making in every phase of a measurement project
  • Consistent reference to this question can improve the output and the culture of a reporting team
Read More
More posts