Over the past few weeks the OpsPanda team has had the pleasure of sponsoring, co-hosting, and attending some of San Francisco’s best Sales Operations meetups. We’ve heard Sales Ops leaders ― from the likes of Salesforce, Yelp, Shape Security, MongoDB, Anomali and more ― discuss some of the profession’s biggest challenges and how to combat them. While no two businesses are alike, it’s safe to say that there are common experiences all Sales Operation leaders share ― regardless of their industry, company size or years of experience.Read More
Sales Operations: A Day in The Life
So you want to be in Sales Ops? Well, I have one question for you...How well can you juggle?
During interviews, I’ve been asked what my average day is like. This question invariably comes from someone outside of the Sales Ops profession. I usually pause for a moment and then reply that there is no such thing as a “typical day,” nor is the scope of Sales Operations responsibility the same from one organization to another. I should know as I’ve been in Sales Ops for more than 20 years.
Handbook of 10 Sales Operations Metrics
Red Herring’s Top 100 Tech Trends: Q&A with Jon Kondo
Last week Jon Kondo, CEO of OpsPanda, was invited to present at the 2017 Red Herring North America conference. Yesterday, I sat down with him to get a recap of the event and learn about any trends in tech that surfaced during his time in Marina del Rey, California. Read on to see what Jon had to say.Read More
5 Worst Case Sales Scenarios and How to Deal With Them
This sales playbook is a lighthearted look at 5 inconvenient sales situations. From getting blindsided by unknown execs at meetings, to celebrating too early on a verbal agreement, and to drawing a blank when someone actually picks up one of your cold calls! We include methods for preventing and dealing with these sales situations when they arise.Read More
Communicate Your Sales Plan With A Roadmap
Great news: your sponsor, stakeholder and team have signed off on your team charter and are in alignment with how you are going to contribute to the success of the sales team. So, what’s next? How do you effectively communicate the agreed upon plan?
In this post, you’ll find a customizable roadmap template to help you efficiently roll-out your sales plan and deliverables to internal teams.
Kiss Dirty Data Goodbye with These Tips for Maintaining A Clean CRM
The K.I.S.S. (Keep It Simple Stupid) acronym was reportedly coined by Kelly Johnson, the lead engineer of Lockheed Martin’s Skunkworks, back in 1960. Since then, we’ve all heard this term applied to any number of pertinent Sales Operations topics (e.g., comp plans, budgets, etc.). I believe the same K.I.S.S. principle can (and should!) be applied to your CRM.
In the age of big data, everyone likes to chop up your CRM into seemingly thousands of reporting slices. As many Sales Operations leaders are all too aware, sometimes this can yield meaningful results and other times, not so much. So, what determines the usefulness of these reports? Not surprisingly, the cleanliness of your data is a huge factor.
In a recent survey, Forbes.com found that 60% of data scientists’ weekly work is spent cleaning and organizing data in preparation for analysis. What’s more? A whopping 57% stated that this chore is the least enjoyable part of their work. In hopes of simplifying this daunting, ongoing task, I’ve compiled three helpful tips for maintaining a clean CRM for Sales Ops professionals, below.
Keep reading and learn how to efficiently get your data house in order.
What's Really Driving Your Sales Capacity?
When you hit your bookings number you may chalk it up to a rep's last minute heroics or a particularly important deal "that made the quarter." But there's always an underlying reason for why things broke the way they did. Often, the seed was planted several quarters ago.Read More
New to Sales Operations? Learn 4 Ways to Embrace The Challenge
My first job in Sales Operations was a role that I didn’t chose or apply for. And to be honest, I wasn’t thrilled about the prospect. The change was the result of an internal reorganization and suddenly one day, I had a new job! My previous role had been in Marketing Operations, and I felt that I was not going to be adequately prepared for the exciting world of Sales. So, for better or worse, I was now in an executive-level role within the Sales organization, wondering how the heck I got there and what I should do next!
The corporate mantra always seems to be ‘change is good’ and we need to be adaptable and flexible in the fast paced world of Silicon Valley. This is easier said than done, of course, but don’t be afraid if a reorganization puts you somewhere that you aren’t comfortable with. Let me try and provide you with some advice on how to adapt and be successful.
Keep reading to learn four ways you can embrace your first Sales Ops role.
EXCEED Illuminates Bright Future for Sales Operations
Members of our team recently attended Clari’s EXCEED conference, focused exclusively on the Sales Operations profession. It was a great opportunity to network with like-minded professionals, share experiences and understand how others have taken different approaches to solving challenges shared across the Sales Ops community.
On the opening night, we were treated to an inspiring fireside chat with three highly decorated female Olympic gold medalists who shared what drives their achievements, how to deal with adversity and overcome limits, as well as the importance of mentoring. It was a great stage-setter for the focused discussions to come the following day.
Throughout the conference, there were several topical keynotes and lecture highlights, as well as lively roundtable discussions. While there were many lessons to be learned, here are a some key takeaways we observed.