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6/14/17 2:59 PM

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. 

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6/6/17 4:55 PM

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.

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6/1/17 2:30 PM

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.

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5/30/17 2:27 PM

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.

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5/24/17 2:30 PM

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.


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5/19/17 2:24 PM

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.


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5/18/17 11:47 AM

Take a Strategic Breather With This Sales Executive QBR Template

The sales Quarterly Business Review (QBR) is when each rep has to bare his or her soul. Exposing every weakness, however carefully hidden by the kids. Pink Floyd lyric? Anybody? Anywho, before the grilling begins, sales executives might consider subjecting themselves to an executive QBR. This is your chance to analyze how well your sales plan is playing out, and make needed adjustments. That was definitely not a lyric.

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5/15/17 2:35 PM

Sales Operations: Six Factors for Measuring Your Success

Sales Operations is a multi-faceted role that intersects many aspects of the business. It’s an incredibly broad position and you’ve probably had your hand in everything from developing pipeline metrics and sales forecasts, to implementing sales methodology and maintaining the weekly sales cadence, as well as working between Sales and Finance on budgets and planning. 

 

Then, there are the initiatives like delivering sales training and playbooks, rolling-out sales tools and technology, and configuring CRM. Finally, there’s the tactical day-to-day work like brokering peace treaties between Sales and Marketing, as well as providing analysis, analysis and more analysis.

 

So, the big question is, how do you quantify Sales Ops’ success? Keep reading for six factors to consider when measuring this.


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5/8/17 4:08 PM

Why Incorporating A Sales Club In Your Company’s Plan Will Pay Dividends

It’s now early May and for those who live in the Bay area, it finally feels like spring or perhaps that we have gone straight to summer. Either way  it’s a welcome change from the cold and rain  and for those on offset quarters, it may very well be the start of Q2. Recently, we’ve discussed Q1 best practices and what to accomplish in blogs and webinars; however, another event has now come and gone — Sales Club or President’s Club or 100% Club or whatever a company chooses to name it.

Yesterday, I was at lunch with some friends and we were talking about places we’ve been and nice hotels we’ve been lucky enough to stay at and some of those experiences were on “Club” trips. My friends, who are non-sales people, were amazed on how much a company may spend on Club between the hotels, airfare, meals, gifts and activities, which adds up to a healthy line item. But as I explained to them, if you think about how much revenue those Club attendees generated for the company, it becomes fairly obvious why it’s a wise investment. Here are a few topline reasons why.

 

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5/4/17 12:26 PM

A Sales Leader Playbook to Close Out the Quarter in Style

Before it’s 30 days from quarter end make sure to define your team's path to hit sales target. In the spirit of finishing the quarter in style, we created this End of Quarter Playbook to help sales leaders click into action as the quarter end draws near. Initiate your 4 actions for this playbook: identify your sales gap, categorize your pipeline deals, map your quarter climb and initiate rep close plans. 

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