SalesLoft

APRIL 12, 2016

Back in 2013, I launched our very first Salesloft product for salespeople, and made a big mistake. It began with my early sales calls. I had made contact with some sidelined sales operations folks with little influence over the purchase, but a strong desire for control. But this couldn’t be more wrong.

Sales Operations 52

Sales Operations Commission Call-back Influencer 52

SBI Growth

DECEMBER 11, 2012

Has 2013 planning kept you from selling? Are Sales Support experts unavailable now when you need them most? These are common, end-of-year problems for top Sales performers. A Sales Rep friend of mine, Kevin, described it best. The solution is to influence your Sales Operations leader. Voice your concerns.

Maximizer 306

Maximizer Lead Rank Forecasting Sales Operations 306

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Over the last year, I have worked on multiple projects with different Sales Operations Leaders.

Opportunity 316

Opportunity Strategy Banking Territories 316

SBI Growth

JANUARY 17, 2014

According the “Year-End CEO Report” conducted by Challenger, Grey & Christmas, CEO turnover rose in 2013. There were “1,246 CEO changes in 2013, 2.6 If so, is your sales process in alignment? Has Sales Operations successfully evolved from spreadsheets to fully automated systems? Ask Yourself Two Questions.

Remedy 281

Remedy Hiring Margin Guarantee 281

SBI Growth

AUGUST 1, 2013

This time of year, Sales Ops leaders are often faced with a pressing question. We’re nearly 60% through 2013. With no increased budget and only five months remaining in 2013, efficiency is needed. Focus on what you can do now to improve efficiency for the sales team. Time is running short for 2013.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

SBI Growth

SEPTEMBER 20, 2012

Congratulations, your organization is launching a new product in 2013! As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. Average Sales Cycle. Role of the Product. New Competition.

Compensation 244

Compensation Incentives Incentive Penetration 244

The Center for Sales Strategy

JUNE 5, 2020

Adoption of sales enablement solutions has been strikingly swift. The latest CSO Insights Sales Operations Optimization Study found that 59.2% of companies now have a formal sales enablement person, program, or function in place, compared to just 19.2% Falling behind on sales enablement means falling behind the pack.

Sales Enablement 79

Sales Enablement B2B Sales Operations Study 79

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. Fast forward to April of 2013. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. They are trying to decide between keeping and scrapping the recently-implemented Sales Comp Plans.

Compensation 292

Compensation Channels Fashion Construction 292

SBI Growth

NOVEMBER 9, 2012

The 2013 Number came back from the Board for the VP of Sales. Regional Sales Leaders? VP of Sales Operations? If you answered anything other than #4 , revisit the value your Sales Operations Leader is providing. How can you tell if you have a world class Sales Operations Leader?

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303

SBI Growth

NOVEMBER 4, 2012

If you are the leader of Sales Operations , ask yourself a few questions: Have I prepared the Sales team for the next compelling event? Before 2013 starts, now is the time to identify Buyer compelling events. Then update your Sales Process to assess these events as they happen. What seasonal events are approaching?

Buyer 293

Buyer Decision Maker Demand Generation Demand Generation Targets 293

SBI Growth

NOVEMBER 22, 2012

Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. As a sales operations leader, how often have you had similar meetings?

Segment 288

Segment Customer Territories Penetration 288

SBI Growth

JANUARY 6, 2013

How many changes do you have lined up for your sales organization to start 2013? Are you changing the sales process ? As a Sales Operations leader part of your role is enabling field sales to adopt change. Why be transparent with field sales about our changes? Are you changing the compensation plan?

Compensation 317

Compensation Survey Field Sales Quota 317

SBI Growth

APRIL 24, 2013

SBI recently accepted nominations for the Top Sales Operations Leaders to Watch in 2013. Each one of these individuals has been identified as an outstanding Sales Ops leader. There''s a good chance you''ll have a new VP of Sales within the next year. The Top Sales Ops Leaders have mastered these skills.

Hiring 257

Hiring Buyer Persona How To Ideal Customer Profile 257

SBI Growth

SEPTEMBER 15, 2013

As a Sales Operations leader, you have 3 major challenges heading into 2014. Understanding how your customers are evolving and determining whether your sales team is keeping pace. Cost of sales is decreasing as the sales team only engages with informed, prepared buyers. Data Monitoring.

Tools 300

Tools Sales Tools Collateral Vendor 300

A Sales Guy

DECEMBER 5, 2012

2013 is just around the corner. We are rapidly closing the books on 2012 and if we haven’t already, we are starting to look towards executing on 2013. For sales leaders, this means identifying and executing on a new set of sales strategies to make our new number. Grow the sales organization (hire more people).

Strategy 116

Strategy Hiring Penetration Churn 116

SBI Growth

SEPTEMBER 5, 2012

This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. With Sales Operations, check their assigned sales territory. Look at the Rep’s value to the company over the past 18 months.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

SBI Growth

JULY 23, 2013

Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Implementing a successful sales transformation.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Julie’s Sales Operations leader thought I could learn a lot from her. Half way through the year, she was 90% to goal. Her pipeline was full of opportunities likely to close this quarter. She and her team were on pace to crush the number.

Training 293

Training Top of Funnel Hiring Hotels 293

SBI Growth

OCTOBER 26, 2012

How are you, the sales operations leader, going to measure the effectiveness of your 2013 Sales Kickoff Meeting ? Over the last three years the traditional sales kickoff meeting has drastically changed. Feedback should be obtained from each entity that will be impacted by the sales kickoff.

Meeting 293

Meeting Sales Qualified Lead Survey ROI 293

SBI Growth

OCTOBER 2, 2012

Here is their success story and an invitation to learn more best practices from SBI's “ Make the Number 2013 Tour.”. a provider of software to simplify and improve business operations and customer communications. As the strategic HR partner to multiple sales leaders, Steve is responsible for recruiting and retaining top talent.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

Pointclear

JANUARY 31, 2013

Promoting flexibility and coaching with compassion have replaced outdated tactics like the “wall of shame” in top performing sales operations, allowing sales professionals to focus on their customers.

Inside Sales 203

Inside Sales Cold Calling Face-to-face Video 203

Miller Heiman Group

APRIL 30, 2019

By tracking contacts, activities and opportunities, CRMs lent transparency to sales operations, allowing companies to better forecast revenue. In 2013, 37 percent of sales teams reported widespread use of CRM systems. Today’s CRMs evolved beyond those awkward early steps. Why does seller adoption of CRM remain low?

CRM 64

CRM Data Tools System 64

SBI Growth

AUGUST 9, 2012

He was very involved in the sales compensation planning , but only on an annual basis. The lack of visibility to day-to-day Sales operations left Harry unaware until after the exodus began. By then it was too late to develop a specific compensation plan to retain emerging sales talent. Sadly, not much. Invite Yourself.

Resources 288

Resources Closing Hiring Compensation 288

Sales Training Connection

JANUARY 9, 2013

Regarding innovation the authors suggest: “More focused collaboration among multiple functional groups notably marketing and sales , operations, engineering, R&D, and procurement.” If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Margin 119

Margin Ideal Customer Profile Lead Rank Lead Scoring 119

Fill the Funnel

OCTOBER 8, 2013

Documenting these steps for analysis and improvement is an important role for sales management and sales operations leaders. 30 in 30 - 2013 Web Tools documentation scale SOP Standard Operating Procedures SweetProcess tasks' Every business activity is made up of many individual steps or activities.

Scale 106

Scale Top of Funnel Funnel Hiring 106

Your Sales Management Guru

JUNE 16, 2013

Each sales meeting schedule is defined by date/time, topics and assignments-as to who is training on what topics. But what about July!

Training 90

Training Video Meeting Sales Leadership 90

Cincom Smart Selling

JANUARY 30, 2015

This information was excerpted from Aberdeen Group research brief Configure-Price-Quote: Best-in-Class Deployments that Speed the Sale ; July 2013. . The post How Can CPQ Help with Sales Effectiveness? Source: Smart Selling. appeared first on Cincom Blog.

Proposal 67

Proposal Construction Distribution Sales Operations 67

CloserIQ

OCTOBER 10, 2018

Acquia currently has many open sales positions in Boston. Founded 2013. Founded 2013. They are hiring in sales operations. The company is searching for sales directors and directors of sales operations for its Boston headquarters. Founded 2013. Markforged. 101-250 employees. coUrbanize.

Hiring 76

Hiring Company Policies Analytics 76

Showpad

AUGUST 27, 2018

I lead the local sales operation in the DACH region out of our new office in Munich, Germany. My number one priority has always been to support sales people. In 2013, at my previous company, my sales team approached me to say they needed an additional solution for the iPad. What is your role at Showpad right now?

Meeting 40

Meeting Chemicals Scale Sports 40

Showpad

AUGUST 27, 2018

I lead the local sales operation in the DACH region out of our new office in Munich, Germany. My number one priority has always been to support sales people. In 2013, at my previous company, my sales team approached me to say they needed an additional solution for the iPad. What is your role at Showpad right now?

Meeting 40

Meeting Chemicals Scale Sports 40

The Spiff Blog

MARCH 17, 2022

Mohammed was born in Iraq and moved to the United States in 2013. Spiff’s sales commission software enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams. He lives with his wife, two cats, and a small dog.

Meeting 62

Meeting Engineering PeopleSoft Travel 62

Sales Hacker

OCTOBER 30, 2018

Before joining Outreach, she worked as a sales operations consultant at a woman-owned voluntary benefits firm. Lauren Bailey was voted “Top 25 Most Influential Leaders in Inside Sales”? by The American Association of Inside Sales Professionals 2013-2018.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Customer Centric Selling

JULY 29, 2013

Sales Training Article: How BMW Would Have Benefited from Social Selling. By John Kearney, Sales Benchmark Index (SBI) Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Implementing a successful sales transformation.

Social Selling 45

Social Selling Top of Funnel Training Case Study 45

A Sales Guy

APRIL 1, 2013

We’re one quarter of the way through 2013. As sales leaders our job is to help our teams make the number. It’s the end of the first quarter. We’ve had our first chance to make quota. We have 3 more chances left.

Quota 113

Quota Sales Leadership Pivotal Report 113

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. Cost of sales is decreasing as the sales team only engages with informed, prepared buyers.

Sales Tools 45

Sales Tools Tools Training Collateral 45

Crunchbase

MAY 14, 2020

Abel’s wealth of knowledge in the software as a service space is demonstrated by not only his success at G2, but his previous work; he founded and led BigMachines, a leading SaaS CPQ company, to its acquisition by Oracle in 2013 for over $400 million. SVP of sales strategy and sales operations at SalesLoft.

Top of Funnel 132

Top of Funnel Scale Twitter LinkedIn 132

A Sales Guy

NOVEMBER 13, 2012

It’s the end of 2012 and most of us are spending countless hours planning for 2013 and we suck at it. We suck at planning. Maybe this is why, in spite of best efforts, most planning efforts are a waste of time, producing very few results. Most plans end up on a dusty shelf. I’m not making this s**t up.

Objections 111

Objections Exact Up-Sell Resources 111