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The Art—and Science—of Sales Operations

Miller Heiman Group

In this post, Kathy Venincasa, one of our inaugural Miller Heiman Group Icons and a sales forecasting master, discusses what she sees as the top four sales operations best practices. In every aspect, sales operations combines two things I love: sales performance and data analytics. Listen Now.

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Increase Sales Forecast Accuracy and Speed Up Your Pipeline

Zoominfo

A better way to forecast sales is to use historical sales data and your own understanding of your company’s particular sales cycle. As a sales leader or sales operations professional, you should work with your sales team to learn more about actual sales and the tell-tale signs or indicators that a deal is likely to close.

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Operationalize Personas to Meet Your 2013 Goals

SBI Growth

Hey, Sales Operations leaders. Do you want to increase sales and meet your 2013 goals? Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Facilitate and Observe the Persona Construction. Buyer personas should be built by marketing in collaboration with sales.

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There are Too Many Bad Sales Managers [Yeah, and Sales Leaders Too]

A Sales Guy

Hiring choices, business strategy, products, distribution and supply chain all figure into how a sales rep “performs.” Blaming sales when your business model no longer fits the market is neither constructive nor productive. There are too many bad sales managers too. So what gives with management?

Lead Rank 121
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What is LinkedIn Sales Insights? [+Could it Help Sales Teams?]

Hubspot Sales

The new application is a part of LinkedIn's Sales Solutions suite and can only be purchased by users who already leverage LinkedIn Sales Navigator — another program in the Sales Solution portfolio, dedicated to helping users find prospects via LinkedIn business and engagement data.

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5 Ways to Improve Sales Efficiency

Hubspot Sales

That's why sales efficiency is one of the most important metrics for businesses to understand, track, and ultimately improve. Sales efficiency is, in large part, a measure of the speed of your sales operations. Let's assume all your sales reps hit their quota one quarter.

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

SBI Growth

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. Q1 performance is way off of 2012’s mark, the new product strategy is failing, and Sales Rep behaviors are erratic. The reason?