Sales Leadership Strategies Service

B2B sales leaders often use past experience to inform their growth strategy and allocate resources to hit their assigned targets. But markets change all the time. How do you know which bets will pay off for your organization?

Through straightforward best-practice research and hands-on analyst guidance from former sales leaders, Forrester helps B2B sales leaders arm themselves and their teams with proven strategies, processes, and tools to deliver repeatable, predictable, and scalable revenue growth.

Win More And Bigger Deals

Develop A Resilient Sales Strategy

Create a sales strategy that is aligned with go-to-market goals and allows you to adapt as buying dynamics change.

Increase Seller Productivity

Optimize sales processes that efficiently drive opportunities to close and assess the sales organization’s productivity on key metrics.

Develop Top Talent

Implement a comprehensive talent management process to attract, onboard, and retain top sales talent needed to reach growth goals.

Key Priorities

As a sales executive, you can put the expertise of Forrester SiriusDecisions research services to work. You’ll find in-depth data paired with usable frameworks, analyst access, and signature research on your top priorities, including:

  • Sales strategy and transformation
  • Channel sales strategy and profitability
  • Sales organizational design and investment
  • Talent management
  • Prospective and lead generation
  • Sales execution
  • Sales productivity

Services Designed Around Your Needs

There are three related but distinct research services available for B2B sales leaders from Forrester, each uniquely suited to the situations you face in your role and the size of your organization.

Chief Sales Officer Strategies

The Chief Sales Officer Strategies Service provides B2B CSOs a dedicated analyst to provide personalized guidance and coaching, and a facilitated half-day session to help you assemble your team around a shared, strategic goal and build a step-by-step plan to get there. These services are provided in addition to all the resources provided by the Sales Leadership Strategies Service.

Sales Leadership Strategies

The Sales Leadership Strategies Service provides executive-level research, tools, and benchmarks as described below to help you align your team and achieve success in your role.

Emerging Growth Sales

If your company makes less than $100 million in revenue, take advantage of the Emerging Growth Sales Service. This service focuses on four key priorities to help you achieve the unique objectives of the sales division of an emerging growth company:

  • Sales strategy
  • Sales organizational design
  • Sales execution
  • Sales performance measurement

Available Research

Types of research available through the Chief Sales Officer Strategies and Sales Leadership Strategies research services:

  • Frameworks and methodologies: Take guided strategic steps toward higher-revenue alignment within the marketing division and across the business ecosystem using best-in-class models and blueprints.
  • Tools and diagnostics: Leverage interactive tools and templates to enhance your processes and accelerate decision-making.
  • Research briefs: Read concise synopses of executive-level sales, marketing, and product issues.
  • Core strategy reports: Review complex sales, marketing, and product issues in depth in a white-paper format.
  • Buyer insights: Examine the buying data of more than 30 unique B2B personas. Gain quantitative and qualitative data on how they prefer to buy, receive information, and interact.
  • Role profile: Find job descriptions, competencies, and success metrics for marketing, sales, and product roles.
  • Select practice: Discover successful initiatives, solutions, and best practices from peers.

Premium Inquiry

Forrester SiriusDecisions analysts are past practitioners and experts in their fields. Each analyst brings this unique knowledge and background to help you vet ideas, validate direction, and talk through decisions. Each premium analyst inquiry includes:

  • 50-minute discussion
  • Personalized advice
  • Actionable next steps

Looking for more time with experts?
Get help to execute on your B2B transformational strategies through a consulting project.

Two things Forrester brought to the project — one was dedicated focus, and the second was benchmarking; being able to measure what success looks like was key.

Patrick Hodges
Senior Vice President of Global Sales, Blackbaud

Research Spotlight

Sales Operating Model​

Sales leaders need a programmatic approach for building a revenue engine that produces consistent results. Yet often, they struggle to communicate the standards and processes they’ve implemented to achieve that goal. Our Sales Operating Model provides a clear blueprint for building a high-performance sales machine, including the processes, people, strategy, and data required for success.​

Featured Insights


What 2020 Taught B2B Sales Leaders And Teams

Mike Pregler December 14, 2020
In a year when bright spots were hard to come by, several valuable, hard-won lessons emerged for sales organizations that will serve them well in the years to come.
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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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Ist Ihr Vertrieb bereit, um jetzt das Beste aus sich herauszuholen?

Mike Pregler November 24, 2020
Looking ahead to 2021, sales leaders mush shift from adapting to the “new normal” to proactively planning for the recovery and their “next normal.”
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Let’s discuss your goals and how we can help.

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