Sales Leaders

Accelerate Revenue And Drive Consistent, Scalable Results

For today’s heads of sales, making the number isn’t enough. You also need to prove that you can build a focused sales strategy — as well as replicate and scale success for continued strong results. Meanwhile, shifting buying dynamics have introduced new challenges and complexity and require new approaches. Yesterday’s playbook no longer suffices, and the way you operate today may not serve you tomorrow.

Achieve Your Priorities

The starting point for sales success is a clear, comprehensive strategy. But a focused and aligned sales strategy is just one of your many priorities. You’re also tasked with:

  • Transforming your sales strategy
  • Driving profitability through channel sales
  • Optimizing sales organizational design and investments
  • Attracting and retaining top sales talent
  • Improving prospecting and lead generation
  • Designing executional processes that drive growth
  • Improving sales productivity

Guidance From Those Who Have Been There

Forrester sales analysts are former sales leaders who understand the challenges you face. Through hands-on guidance and straightforward best-practice research, Forrester arms you and your team with proven strategies, processes, and tools to deliver repeatable, predictable, and scalable revenue growth.

Build a resilient sales strategy.

Develop a sales strategy that helps you deliver on corporate go-to-market goals and stay ahead of a changing buyer landscape.

Increase sales execution and productivity.

Strengthen sales effectiveness so you can close on opportunities faster. Drive continuous improvement by assessing sales productivity on key metrics.

Develop top talent.

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

Leading-Edge Insights, Guidance, And Tools

When you work with Forrester, you gain access to research, resources, and expertise that help you anticipate what’s ahead and make better informed decisions.

SiriusDecisons Sales Executive Research

Access leading-edge research and insights in the areas that matter most to you, and gain practical guidance from former sales leaders to help you strategize, plan, and

  • Forrester SiriusDecisions Summit

    Preview new best-practices research, discover sales innovations, and network with peers at the premier annual gathering for B2B sales, marketing, and product leaders.

  • Analyst Speaking Engagements

    Elevate your events and audience engagement with thought-leading content presented by Forrester analysts.

  • Total Economic Impact™ Assets

    Empower your sales team with ROI tools, case studies, and business proof points that demonstrate the tangible value of your firm's technology products and services​.

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.


What My Love-Hate Relationship With Golf Taught Me About Sales Role-Playing

Jennifer Bullock November 2, 2020
Like in golf, there are so many motions to consider in any customer interaction. Sales enablement practitioners must deconstruct role-playing exercises to enable reps to get into top-selling form.
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Planning Assumptions 2021: Chief Sales Officers

Shifting buyer expectations and the pivot to virtual selling require sales leaders to build new strategies. Find actionable advice for navigating and succeeding in the “next normal.”


Four Critical Planning Considerations For Sales Enablement Leaders In 2021

Eric Zines October 20, 2020
Sales enablement leaders should be prepared to optimize and expand the all-virtual environment in 2021. Annual planning — for resources, personnel, and programs — will be particularly difficult as enablement leaders solve for the current environment but also anticipate what comes next. Improve your odds for success with the four following suggestions.
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“Would You Buy A Car Without Knowing How To Drive?” And Other Sales Enablement Head-Scratchers From 2020

Peter Ostrow October 13, 2020
If 2020 has taught us anything, it’s that change is exceptionally hard for many people. The best sales enablement teams excel at change management.
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Meet Our Sales Analysts

Your Blueprint For A More Productive Sales Force

Organizations invest heavily in technology and training to enable sales productivity. Even so, maximizing productivity can be an elusive goal. Our research has shown that sales reps spend more time on non-core selling tasks such as writing expense reports and travel planning than engaging with clients and prospects.

Thank You