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Forrester Research: The New Sales Imperative

Thursday, August 20, 2020 - 09:00 - 12:00 PM MDT
Tools every growth leader needs in today’s pressure-filled, dynamic world.

The pressure is mounting for companies to not only respond to the pace of the market with organizational improvements but also to respond without error. In a world where there is little room for failure, it is more critical than ever to make sure you have a data-informed approach for business sales planning and execution so when the time comes to pivot plans, you’re prepared for any situation. 

According to recent Forrester research, annual planning—or even quarterly planning—is now a thing of the past. However, many leaders struggle to bridge the knowledge, process, and technology gaps to accelerate planning processes. 

Join Jamie Anderson, Xactly Chief Sales Officer, and Mary Shea, Forrester Principal Analyst, as they discuss the importance of having a continuous approach to sales planning and why organizations who don't innovate and proactively take measures to stay ahead of the competition will be left behind. 

In this session, you will learn how to:

  • Start approaching planning with a continuous mindset
  • Use data to make better-informed decisions
  • Connect the business gaps leaders experience in today’s sales planning.
  • Navigate through complex scenarios
  • Sales Performance Management
  • Sales Planning
Webinar Speakers
Kimberlee West Headshot
Kimberlee West
Product Marketing Manager

Kim has over 10 years of experience building insight and engagement strategies from her consulting and advisory background. As a Product Marketing Manager at Xactly she is responsible for the Planning suite of products that are foundational to Sales Performance Management.

Mary Shea
Mary Shea
Principal Analyst

Mary Shea is a principal analyst serving Forrester’s B2B marketing and sales professionals. In this role, she writes for and advises clients on routes-to-market strategies in the age of the customer. Mary’s research specifically focuses on the empowered B2B buyer and how business leaders must adapt, organize, and enable their marketers, sellers, and channel partners to succeed both today and in the future.