Successfully Executing Sales Operations Strategy – 2 Factors

Babette Ten Haken

Successfully executing sales operations strategy isn’t a matter of luck. When your sales ops teams work harmoniously in a well-integrated sales performance environment, clients are on the receiving end of extraordinary business outcomes.

Why Your Sales Operations Strategy may not be Robust Enough

Babette Ten Haken

Sales operations strategy encompasses all business-related activities and processes which help a sales organization run effectively and efficiently. As a result, current sales operations strategy may not be robust enough to deliver against business objectives.

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How to Enable a New Sales Channel

Sales Benchmark Index

Successful sales organizations have many routes to market. In other words, they sell via multiple sales channels. These sales channels can be internal. Inside, field sales, key accounts, etc. Point being, sales channels can take many shapes and sizes.

Changing Channel Dynamics, Driving Channel Success In The Face Of Changing Customers

Partners in Excellence

Channels have always been a critical part of most organizations’ Go To Customer strategies. This drives a change in the channel, helping them shift their approaches to the buyers or finding partners that have access to those buyers. Your Channel Partners Aren’t The Enemy!

Sales Operations–Connecting Everything To Produce Results!

Partners in Excellence

I spend a lot of time talking about sales managers, executives, and sales people. But the Sales Operations and Enablement functions are critical in providing the ability for managers, executives, and leaders to do this. It’s sales operations that provides the systems, tools, processes, training, and programs that sales people execute. Great sales operations executives have a much broader view.

Blended Customer Retention Strategy benefits YOU and Your Clients

Babette Ten Haken

I look forward to sharing my perspective with you on Wednesday, June 14, at 11 AM ET on the BrightTALK Sales Experts Channel. So please share this information not only with your Engineering, Customer Service, Quality, Operations and HR departments.

Managing Multichannel Selling

Cincom Smart Selling

There is a perception that managing multiple sales channels makes the use of a CPQ solution too difficult to bother with; that’s an unfortunate misconception. Managing a sales channel is all about making sure the sales operation within the channel has everything it needs to move your product efficiently and correctly in terms of satisfying the needs of your end-user. This is especially important in sales involving complex products or applications.

4 Key Sales Success Strategies

A Sales Guy

I’m at the Sales 2.0 The key message, there are 4 keys underpinning a successful sales strategy; Find growth before you competitors do (look out and in). Soup up your sales engine (sales operations). Jon says, invest 2-4% of sales to this effort.

Craig Lowder author of “Smooth Selling Forever” talks Sales Strategy with John Golden


Craig Lowder, the founding member of the MainSpring Sales Group, is a seasoned business veteran with more than 30 years of experience in helping owners of small and mid-size businesses achieve their sales goals. For the majority of his career, he has served in senior sales leadership and advisory roles. His expertise includes sales strategy development, sales channel management, sales operations and marketing.

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Owning the Strategic Sales Shift

Sales Benchmark Index

It’s one thing to plan a strategic sales shift. As a Sales Operations leader, it is your responsibility devise the execution roadmap. Here’s how it worked for an IT manufacturing sales organization. The executive sponsors would be the SVP of Sales and Sales Operations.

Predictions on the Future of Commerce in 2014

Software Business Blog

The self-service channel is fast emerging as an easy, affordable way to gain customers and an asset that no company can ignore. Research shows that 60% of tech research is done online– before a prospect ever contacts a company to enter the sales process. Further, Avangate’s internal research reveals suggests almost 40% of all the leads a software firm does generate will never become ready to engage with the direct sales team. Self-Service moves everywhere.

New Sales Comp Plan? HR's 5 Must Dos.

Sales Benchmark Index

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. Ultimately, Sales Managers are the crucial key to any kind of Sales force adoption.

Five Sales Metrics You're Not Tracking

Sales Benchmark Index

Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities. By registering for SBI’s Sales & Marketing Research Review , you''ll get the “ Top 15 Metrics to Track in 2014.”

The Real Heroes of a Sales Turnaround

Sales Benchmark Index

Who needs to buy into the “ program ” for sales results to improve? You design a sales improvement program to systematically address each issue. The “hunter” sales force leader. A sales training program redesign. Director of sales training.

A Get-Well Plan for Sales Ops in the New Year

Sales Benchmark Index

The sales organization is into the final run for the year. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? Download our Sales-Ops Planning Guide here.

[eBook] Account-Based Marketing

DiscoverOrg Sales

Looking to give a boost your sales? This partnership resulted in our Account-Based Marketing Playbook to identify how to take a more targeted approach to your sales process. Sales Strategy Using Account-Based Marketing.

Expert Opinion: Capture Revenue with Strong Onboarding

Sales Benchmark Index

The VP of Sales Operations was part of the decision-making team that brought us on board. The VP of Sales Ops identified 3 reasons he was personally invested in the Onboarding program. “We Sales Ops leaders often have to be the dissenting opinion. This sales leader agrees.

Is Anyone Leading Lead Management?


Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company.

The Importance of a Sales Process in 2016: Pipeliner Sales Process Survey


Expert opinion on the subject of sales processes has pendulum swung a great deal over the years. One day sales processes are all-important and sales organizations must stick to them like glue. The next day the sales process is far less important than allowing a salesperson the freedom to take actions as they see fit. Skip ahead in time, and we’re right back to hewing as closely as possible to the sales process. Question 7: Who created your sales process?

Part II The Territory & Quota Management Revolution


Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. Growing up, my father was a career sales person that seemed to cover a broad array of industries and products.

If Your Sales Strategies Don’t Include at Least One of These, You’re in Trouble

A Sales Guy

For sales leaders, this means identifying and executing on a new set of sales strategies to make our new number. Unfortunately, for most sales organizations there is very little strategy and a whole lot of goals. If you’re head of sales and you’re responsible for growth goals you need strategies NOT just goals. At the end of the day growth strategies are going to be different based on the industry, the company, the sales organization, the products and more.

Slow Down, You Move Too Fast

Partners in Excellence

No, I’m not channeling Simon And Garfunkel’s Feeling Groovy. I’m talking about your first 30 days as a new sales manager. It’s human nature, particularly if you are in sales and very action oriented, to start doing things. It’s good advice for sales managers as well.

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The Relationship between Mixology and Sales Performance Management


In the same way, an optimal Sales Performance Management (SPM) solution is governed by individual circumstances but can be described in the same terms: The Right Foundation (i.e. The Perfect Finish – Business Process Optimization and Sales Transformation Outcomes.

Don’t Just.

A Sales Guy

hire a two new sales reps. redo the sales process. change the sales strategy. promote a new sales manager. create a sales operations function. establish and inside sales team. build an outside sales team. develop a channel strategy. ” or “Let’s just create and inside sales team.” When we set out to “just” hire a new sales person we end up hiring a farmer when we really need a hunter.

Sales Leadership: Gaining Insight & Accountability

Your Sales Management Guru

Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s. We like to recommend too many of our clients that creating a Client Advisory Board and a Sales Management Advisory Board will begin to improve the business operations and provide a source for insight and accountability. Sales Management Board of Advisors.

Make Marketing More Efficient by Embedding Analytics on Top KPIs


Frank Donny is founder and CEO of Marseli , a marketing and sales analytics and performance software company. Frank''s remarkable 25-year career of driving marketing and sales operations divisions within Fortune 500 and start-up organizations is highlighted by his passion for business development and empowering others to succeed. For marketing and sales leaders, your work stream is your CRM system.

Planning for Retail Success in 2016


The need to engage with a sales rep is basically becoming obsolete. European Retailers will Embrace Experimentation in 2015 forecasted by the end of 2015, online retail sales will reach €153.8

Do You Really Understand Your Numbers?

Partners in Excellence

As sales people and managers, we are often obsessed with the “numbers.” I’m amazed by the number of sales people and managers that really don’t understand their numbers, or how various metrics interrelate. Let’s say we have a 90 day sales cycle.

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The Importance of a Sales Process: Pipeliner Sales Process Survey


Expert opinion on the subject of sales processes has pendulum swung a great deal over the years. One day sales processes are all-important and sales organizations must stick to them like glue. The next day the sales process is far less important than allowing a salesperson the freedom to take actions as they see fit. Skip ahead in time, and we’re right back to hewing as closely as possible to the sales process. Question 7: Who created your sales process?

Value-Based Selling Achieves Results: Now, How to Achieve VBS?

Tech Bytes

As I’m overcoming these barriers, I’m reminded of the hurdles sales organizations must clear to achieve the objectives of value-based selling (VBS). VBS requires a challenging shift in culture, strategy, operations and execution capability.”. Value-based selling is a strategy, not a sales process or methodology. A well-developed strategy often exposes sales operations questions: Do we have the right data?

Blog #6.2: Narrative Storytelling Enhances Sales Performance

SalesChoice Sales

Series 6 – The Rise of Narrative Story Telling for Enhancing Sales Human Performance. B2B Sales productivity has hit an all time low in performance, and has dropped by 15% over the last ten years, now running on an average of in field productive face-to-face customer time at roughly 30% (Accenture, 2016). Companies servicing larger named or managed tier one accounts are rapidly striving to generate sales growth and find pathways to increase customer satisfaction.

Building A Better “Social Business”

Partners in Excellence

Ed’s point is critical, too often we view the social tools as platforms to extend our voice–new channels we can leverage to get our stories out to our customers. Related Posts: Sales Operations, Serving Sales People—An Interview… Partners In EXCELLENCE Radio And Podcasts Social Business Is Not About Technology!

Sales 2.0 Conference

Empowered Sales

I recently attended a Sales 2.0 The conference theme was Sales Strategies in a Social and Mobile World and high profile speakers included: Gerhard Gschwandtner, Founder and CEO, Selling Power. Brian Frank, Head of Global Sales Operations, Linked In. Sales 2.0

What Do Reductionism And Machine Design Have To Do With Selling And Buying?

Partners in Excellence

It’s probably hard to conceive of a sales guy, like me, using a multi-syllabic word like Reductionism. The theory that every complex phenomenon can be explained by analyzing the simplest, most basic physical mechanisms that are in operation during that phenomenon.