Sales Operations

Sales success — and, by extension, organizational success — rests in large part on sales reps having the skills and knowledge required to execute on sales strategy. Read our sales enablement insights to equip your sales team to achieve and exceed objectives.



Sales Operations Leaders: Set Realistic Sales Goals For 2021

Robert Munoz 11 hours ago
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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Quoting Is About More Than Just Efficiency — It’s Also A Key Sales Driver

Seth Marrs 3 days ago
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.
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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.


Five Questions To Ask Before Changing Sales Methodologies

Eric Zines 6 days ago
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.
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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 […]
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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.
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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
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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
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Sales Activity Study

Identify productivity roadblocks for your sales reps and start paving the way to greater efficiency.


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.
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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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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
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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
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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
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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
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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
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18 Ways Teleservices Teams Can Add Value When Calling Is Uncertain

Amy Hawthorne May 28, 2020
  • Businesses whose teleservices reps are working from home are having to evolve how they engage with prospects
  • Teleservices teams should use remote working time  to experiment with new approaches, connect buying groups in target accounts, improve product and tool knowledge, and polish their external appearance
  • While marketing teams are adjusting programs and outreach plans, teleservices teams are focusing on documenting best practices, processes, and plans for next steps
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How to Financially Protect and Motivate Your Sales Team During a Pandemic

Anne Slough May 21, 2020
  • During an economic disruption, B2B organizations must decide how to protect their sales reps’ income
  • When executed properly, changes made to sales rep compensation signal business stability and commitment to the sales team
  • Sales operations leaders must balance company risk with employee security to ensure an even and sensible approach
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Sales Success Is Not About Hitting Quota

Seth Marrs May 19, 2020
  • A quota is only valid if it is aligned to company and employee success
  • Many companies think success equals growth but could be doing much better
  • Inaccurate quotas degrade their value as a motivator for sales reps
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Turn Your Funnel Upside Down and Shake Out a Plan to Over-Deliver After a Crisis

Seth Marrs May 15, 2020
  • Leverage downtime to prepare sales to be more productive when we defeat Covid-19
  • Channel your inner organizer to better understand your sales funnel
  • Use this time to connect with buyers using new methods that may be more effective
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New Sales Operations Sunburst Model Debuts at Summit

Mike Belden May 7, 2020
  • Steve Silver of Forrester introduced the latest version of the SiriusDecisions Sales Operations Sunburst at Summit 2020
  • The Sales Operations Sunburst Model defines the core responsibilities of sales operations
  • The new version of the model provides a detailed breakdown of six key accountabilities
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Investigating the Upside Down: Balancing Organizational and Customer Value in B2B Measurement

Ellen Lind May 6, 2020
  • Despite striving toward customer-centricity, too many B2B sales and marketing functions have not evolved the ways in which they measure achievement
  • Internally focused systems of measurement do not provide sufficient insight on how organizations generate value for buyers and customers
  • In their Summit 2020 session, Ross Graber and Anthony McPartlin shared a vision for balancing measurement between organizational and customer value
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