Seismic - Sales Effectiveness

DECEMBER 5, 2018

One of the biggest questions we see being asked nowadays is ‘what is the difference between sales enablement and sales operations?”. For those of you who stay well-versed in sales enablement trends and know all there is to know about the world of sales and marketing, that might seem like a simple question.

Sales Operations 90

Sales Operations Sales Enablement Analytics Report 90

Highspot

APRIL 2, 2020

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. Why is sales operations important? What is the difference between sales enablement and sales operations?

Sales Operations 75

Sales Operations Top of Funnel Forecasting Sales Enablement 75

LeadFuze

NOVEMBER 30, 2021

How to Utilize Sales Operations Roles in Startups. If you’ve ever wondered why your head of sales is struggling to give an accurate forecast, or if the new reps that were brought in from a high flying SaaS company aren’t selling already, then it might be time for you to start managing operations roles in startups.

Sales Operations 52

Sales Operations Lead Rank Hiring Forecasting 52

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. What are the key functions of a sales operations group?

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

OpenSymmetry

MARCH 16, 2016

The Territory & Quota Management Revolution – New Incentive Compensation Platforms Blazing the Trails to Greater Efficiencies. Gone are the simplistic days of sales reps simply “having a patch” to cover for selling their goods and services. Territory Definition and Modeling.

Territories 40

Territories Quota Incentives Incentive 40

SalesLoft

JUNE 21, 2016

As sales organizations grow beyond the O.G. founding team, and begin to expand to cover additional industries, territories or markets, nailing down a sales operations process that works is as crucial as snagging those front row Rihanna tickets this summer. They’re responsible for these three main process territories: 1.

Sales Operations 52

Sales Operations Top of Funnel Territories Funnel 52

Hubspot Sales

JULY 11, 2019

Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work. Enter, the sales operations manager. Sales Operations Administrator Job Description. A common phrase you’ll see in sales ops positions, regardless of title, will be, “.

Hiring 108

Hiring Salary Commission Sales Operations 108

SBI Growth

DECEMBER 5, 2013

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? With focus, Sales Ops leaders can positively impact sales revenue and costs.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

The Spiff Blog

FEBRUARY 9, 2023

Here’s why: the sales quota is a key variable in many of the equations that dictate core business functions. These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure.

Quota 70

Quota Revenue Lead Rank Territories 70

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Setting Quotas, territory structures, headcounts and total compensation budgets are examples. If that covers most of your plan’s components, you better catch up.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

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. As a sales operations leader, how often have you had similar meetings? Good segmentation will also give you the following: Exactly which customers have up-sell and cross-sell potential?

Segment 288

Segment Customer Territories Penetration 288

SBI Growth

SEPTEMBER 5, 2012

The HR Leader can take some concrete steps to stop the exit of sales reps and therefore the loss of revenue. Here are 4 immediate and then 3 longer-term things the HR leader can do to help out: (Sign-up for the Make the Number Tour for more in-depth discussion). Immediate Help for Sales. Give the territory to the Sales Manager.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Anthony Iannarino

MAY 20, 2020

Your territory isn’t as good as your neighbor’s territory. Your sales manager and the shady characters in your sales operations team want to make sure you are never a candidate for President’s Club. So they meticulously created a geographical territory that contains no clients you could win.

Lead Rank 128

Lead Rank Lead Scoring Territories Cold Calling 128

SBI Growth

JUNE 26, 2013

That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP. Here''s part of the dialog from a recent call with a sales operations leader. How do they view sales operations? Who will they hire?

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

SBI Growth

JANUARY 6, 2013

How many changes do you have lined up for your sales organization to start 2013? Are you changing account or territory assignments ? Are you changing the sales process ? As a Sales Operations leader part of your role is enabling field sales to adopt change. Are you changing the compensation plan?

Compensation 317

Compensation Survey Field Sales Quota 317

SBI Growth

OCTOBER 21, 2013

Sales Operations is responsible for creating that winning environment. By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. 80% of its sales team was outside sales reps. Those reps were covering an extensive territory and large customer base. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Sales Hacker

JULY 14, 2021

The focus for Sales Operations (Sales Ops) is to support and enable sales reps to do their job effectively. This team brings a system to selling to the sales floor by providing clear sales processes, automating time consuming tasks, and deploying and upholding a sales methodology.

Top of Funnel 84

Top of Funnel Revenue Sales Methodology Territories 84

SBI Growth

AUGUST 15, 2012

To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader. Register for one of our strategy sessions here to get in-depth knowledge on what the brightest Sales Operations leaders are doing today. Sales Operations Success = Insight + Execution.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Zoominfo

MAY 25, 2022

Industry researchers have found that a typical salesperson only spends about a third of their time actually selling. When time is money, sales professionals can’t afford to waste precious hours doing something that could be automated. The rest is typically spent researching prospects, logging activities, and organizing to-do lists.

Scale 100

Scale Intent Signal SalesForce Intent Data 100

Miller Heiman Group

JANUARY 16, 2020

The 2 nd Annual Sales Operations and Technology Study from Miller Heiman Group found that just more than 5% of sales organizations deploy AI in their sales technology stack, and the majority—66.2% of sales organizations—have not used the technology at all.

Opportunity 53

Opportunity Sales Operations Lead Rank Lead Scoring 53

PandaDoc

APRIL 26, 2023

Depending on how experienced your sales team members are, they could opt for a base salary, higher commission rates, or something in between. Selling is arguably a line of work where personal attachment matters the most. Now the question is, how do you set up a commission structure that works great for employees and employers?

Commission 52

Commission Salary Margin Scale 52

SBI

MAY 10, 2018

Jon: The easiest action a Sales Leader can take today to increase their forecast is to employ fine-grained, data-driven sales capacity planning that continuously aligns their selling capacity to their Plan. Nancy: Describe the first 30 days after a company purchases your solution.

Forecasting 139

Forecasting Sales Forecasts Hiring Territories 139

SBI Growth

SEPTEMBER 6, 2013

Buyers don’t care about how your organization wants to sell. Look across the spectrum of Sales Operations. Consider everything from strategy to territory design and all your work in-between. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.”

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

SBI Growth

AUGUST 24, 2012

“Businesses are idea marketplaces where business managers compete for attention, budget and headcount by selling their idea. Successful business managers, those rewarded with promotions, teams and bigger budgets, are the people who know how to sell their ideas effectively.” Demonstrate changing territory penetration rates.

Strategy 257

Strategy Google Analytics ROI Penetration 257

SBI

MARCH 18, 2015

The weekly sales forecasting process is the heartbeat of a sales teams’ activities, and intended to be a roadmap for the selling period. It currently takes legions of spreadsheets and armies of analysts in sales operations to roll up a sales forecast which ends up being immediately out of date.

Up-Sell 50

Up-Sell Revenue Sales Forecasts Forecasting 50

SBI Growth

MARCH 19, 2013

The VP of Sales Operations was part of the decision-making team that brought us on board. One rep suggested interviews include a staged sales negotiation while ‘selling’ a more complex product to the Sales Manager. Teaching reps to take their conversations into the cloud will speed up knowledge acquisition.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

SBI Growth

SEPTEMBER 20, 2012

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. Modifying sales reports and dashboards to enable sales managers to track new product sales. How do we drive change?

Compensation 244

Compensation Incentives Incentive Penetration 244

The Spiff Blog

NOVEMBER 10, 2022

No more chasing down formulas in an Excel sheet or sending emails to confirm commission statements, keeping reps laser focused on selling. Recommended reading: How to Foster Transparency in Sales: A Guide for Sales Ops. Increased productivity across sales, finance, and RevOps teams. See Spiff in action!

Commission 75

Commission Scale Compensation Software 75

SBI Growth

AUGUST 19, 2013

As a Sales Operations leader, your success depends on getting change initiatives to stick. Dr. John Kotter is a best-selling author and recognized expert on Change Management. Change initiatives in Sales Operations take many forms. Rolling out a new Sales Process or CRM tool. Designing a new sales role.

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Sales Operations 257

Showpad

MAY 7, 2020

Even worse, the content they get from marketing doesn’t match the messaging used in assets from the product team or the information drilled into them during training, so they confuse your buyers and end up creating their own content, wasting several hours per week. Myth 3: Sales enablement is actually sales operations.

Sales Enablement 134

Sales Enablement Lead Rank System Buyer Persona 134

SBI

JULY 24, 2018

As we enter into the world of the next generation of buyers who are smarter and more resourceful than ever, sales reps need to keep up. The CRM we know today doesn’t actually help sales reps sell more. It also doesn’t accelerate sales cycles. That poor selling experience is equating to a poor customer experience.

CRM 95

CRM SAP Forecasting Incentives 95

Gong.io

AUGUST 24, 2022

Sales managers use forecasts for territory planning as well. If you know that next quarter, you’ve got an expected $250k in revenue from one territory and only $100k in expected revenue from a second; you can more appropriately allocate resources to the more lucrative geography. Bottom-up forecasting .

Sales Forecasts 62

Sales Forecasts Forecasting Hiring How To 62

BrainShark

AUGUST 7, 2022

So while you might have a five-time pipeline up top, mechanisms should be in place to reduce it to 2.5-times Let’s say a company has three salespeople assigned to a given territory and a $3 million quota for that territory. When you over-assign quotas, you’re setting up your reps for failure. Over-assignment of quota.

System 62

System Revenue Top of Funnel Quota 62

PandaDoc

OCTOBER 13, 2022

Both mature SMBs and newly minted sales teams love Pipedrive for how newcomer-friendly the CRM is. The no-strings-attached free trial, a couple of tutorials, and a bunch of courses allow any user to successfully set up the system and start tinkering with the available features. CRMs have always been about managing your sales pipeline.

Lead Rank 52

Lead Rank SalesForce Hubspot Lead Scoring 52

Miller Heiman Group

FEBRUARY 26, 2019

Incorporate Elements of Both a Top-Down and Bottom-Up Approach. A top-down approach focuses on setting sales targets based on the company’s anticipated growth and allocating that number across teams and individuals. By contrast, a bottom-up approach focuses on setting sales targets based on reps’ past performance.

Strategy 71

Strategy Territories Quota Proposal 71

InsightSquared

NOVEMBER 10, 2017

If you work in sales operations, it may seem like the sales reps at your company don’t always see the value you are adding to their daily lives. It sometimes feels like the only thing you have in common is both of your job titles beginning with the word “sales”. Sales will like the sound of that! Reporting on KPIs.

Lead Rank 78

Lead Rank Lead Scoring Sales Operations ACT 78

SBI Growth

JUNE 2, 2013

She even ensures Sales Managers are getting the new hires onboarded effectively. Any virtual benches that the Sales Managers had have long ago been used up. Even though she’s sensing a problem, Sales seems to be content with the situation. The HR partner to sales will probably need help getting indicator data.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312