Different Lenses, a regular feature of The Sales Operations Blog, is a series of blog posts that presents two different perspectives on how to tackle various sales challenges. By looking at a different problem each month, first through the lens … Continue reading
Sales and seThe Devil Is In The Detailsrvice operations leaders tend to love data. I actually get excited when an Operations Analyst creates a new report in Excel or Salesforce and I get to see it for the first time- can’t click on the attachment or link fast enough! (What a geek!)
With that said, it is important to question before we act, when data and reports are involved. We must understand the critical details, to know how to use the report. The information should help direct us, but more research should follow, before we make definite conclusions. We may uncover missing information, errors or omissions. Continue reading
Did you know that achieving 200% of sales quota could be bad? Yes; if the quotas were not set correctly, if sales are declining vs. growing in that territory, if all your business was compiled from renewal dollars, if the … Continue reading
If you were building a brand new sales operations team, where would you invest first or the most? What would be most important? I recently had this conversation with a friend and sales operations consultant and emphatically stated, “Accurate, timely … Continue reading