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.

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Insights

Blog

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

Phil Harrell 4 days ago
Learn about the characteristics that sales organizations will need to gain and maintain a competitive edge.
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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

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

Why We Have A New Waterfall For 2021 (And Why You Should Care)

Kerry Cunningham April 27, 2021
At next week's B2B Summit North America, Forrester will debut a brand new waterfall model. Get a preview now of the value it will bring to B2B organizations.
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Blog

Clairvoyance Should Not Be Required For Revenue Planning

Marcia Trask April 15, 2021
Marketing, sales, and customer engagement leaders need a structured, facts-based approach to achieving revenue and growth goals. Learn what that requires.
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Blog

Sales Operations As Switzerland: How Sales Leaders Can Avoid The Politics Of Territory Design

Anne Slough April 12, 2021
Territory design and the subsequent application and management of those plans is fraught with opportunities for distortion by human intervention. In her latest blog post, Anne Slough discusses the critical role that sales operations plays to maintain equity in the territory design process.
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Blog

Why The Tech-Enhanced Sales Rep Will Be Your Differentiator

Anne Slough April 6, 2021
Learn how dynamic guided selling gives sales teams a competitive edge — and join us at this year's B2B Summit to go deeper.
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Inspire Your Sales Force. Produce Results.

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

Blog

The Future Of Sales Compensation Is Insight-Driven

Seth Marrs March 31, 2021
Sales compensation plans have not kept up with the realities of how B2B sales are won. This will change as insights are increasingly folded into the compensation planning process.
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Blog

Careful With That Axe, Sales Team: AI And The Future Of Forecasting

Brandon Purcell March 16, 2021
While traditional, opinion-based forecasting often misses the mark, AI holds great promise for sharpening B2B sales forecasting. Learn how at this year's B2B Summit.
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Blog

Three Simple Guidelines For Goal Setting

Steve Silver March 4, 2021
If you want functional and individual goals to be meaningful and actionable, keep them simple, limit their number, and make sure they link clearly to your mission.
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Blog

Sales Tech Convergence And Confusion

Anthony McPartlin February 18, 2021
How do sales leaders, sales operations, and sales enablement practitioners navigate their way through an increasingly crowded technology space?
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Blog

Are You Optimizing Your Sales Compensation Program?

Seth Marrs February 17, 2021
Use the four stages of annual compensation planning to maximize the effectiveness of your plan today and in the future.
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Predictions 2021 Online Event

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

Blog

New To You Doesn’t Mean New: How Sales Tech Providers Have Reinvented Their Solutions

Anne Slough February 9, 2021
The intertwinement of revenue intelligence, revenue operations, and sales engagement platforms has become a powerful potion. These technologies have been repurposed, retooled, reinvented, and repositioned to equip sales operations for transition from a cost center to a profit center.
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Blog

The Future Of Response Management Is Insight Driven

Steve Silver February 4, 2021
Buyers are telling you exactly what they want in their RFIs and RFPs. When it comes to winning, serving, and retaining customers, companies that include the response management team in the drive for better insights will outperform their peers.
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Blog

What You Can’t See Will Hurt You: Leveraging Digital Insights To Drive Sales

Seth Marrs January 19, 2021
Buyers who conduct online research provide better signals than what sales reps can get through direct interaction alone. Learn how to translate this data into recommended next steps.
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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.
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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.
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Predictions 2021 Hub

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

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.
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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.
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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.
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