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. Over the course of my career, my roles in sales operations have ranged from serving as a number cruncher to motivating and training sellers, analyzing sales budgets and compensation plans to forecasting. Build Rigor and Consistency in the Sales Forecasting Process.

The Modern Manager’s Guide to a Productive Coaching Session


We’ve said it before and we’ll say it again, coaching is crucial to success in sales. According to CSO Insights 2016 Sales Enablement Report , “Sales coaching is a leadership skill that develops each salesperson’s full potential.”

Your Sales Tech Is Destroying Your Relationships With Prospects. Here's What You Can Do About it.

Hubspot Sales

Sadly, the "edge" that most sales technology promised to give them is actually hurting their relationships with buyers, and a chance at the elusive sale. Sales technology was supposed to make sales more efficient and personal -- it was supposed to help salespeople.

CRM 108

9 Sales Trends to Watch for in 2018


But even with the emergence of data management tactics and technologies, most organizations fare poorly by lacking a coherent data strategy. This also calls for top level executives to be more literate on the data and technology front. Technological is advancing, and the market is becoming even more customer-centric. One with a good know-how of both data and technology is likely to make sense of the systems in place, and stay for long and rise. 2017 is finally over.