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4/27/17 1:48 PM

Rise to The Occasion: Four Ways Sales Operations Can Serve as a Trusted Advisor

For the last 20 years I’ve reported to many different positions and departments. I’ve reported directly to the CEO, the CFO, the VP of Sales and the VP of Sales Operations. During that time, one of the constants is the role Sales Operations plays in being the steady voice of reason in the Sales and leadership dynamic.

Keep reading to learn four ways you can bring more value as a trusted advisor to your Sales Ops role.

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4/25/17 2:37 PM

Rock Your Next Board Meeting With This Sales Deck Template

A great board of directors gives the VP of Sales the strategic advice he or she needs to scale the company. But they can't do that if the Sales story isn't clear. We made this presentation template to enable Sales to better visualize and articulate its story so your Board presentation is sharp, on point and looking great.

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4/17/17 7:36 PM

Chart Your Sales Success with a Team Charter

You are asked to build or lead a Sales team to increase revenue or sale productivity. Now what?

As a start, you will need budget and people. Once you have these resources allocated, I am sure you will be tempted to create a plan that will address all the issues you are hearing from everyone that now knows you are leading this team. This approach may work in the short-term but will you be setting yourself up for success? Most likely not.


Instead your life will be reacting to the latest noise or complaints. You will also be at the mercy of your stakeholders preconceived perceptions of what you should be doing (e.g., send more sales meetings to the field) versus the objectives and goal you have been asked to drive (e.g., only create meetings for the field team for fully qualified prospects).

Instead of jumping straight into fire-fighting mode, I recommend that you create a strategic direction for yourself, your team and your company.

Here are the questions you need to answer to ensure you are in alignment with your sponsor and stakeholders:

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4/11/17 1:00 PM

The Q1 Sales Crunch Is Over, Now What?


Many of you have just completed the first quarter of your fiscal year. If you met your Q1 plan, congratulations! If you didn’t, can you catch up in Q2?

If you didn’t make your number, you are probably already doing a deep dive analysis to figure out what went wrong and what will turn things around. Whether you made it or not, it’s important to review what went well and what could be improved moving forward — from both pipeline management and sales resource planning perspectives.

Does this sound like your current reality? Read our five-step guide on how to glean valuable lessons from Q1 and increase your chances for success in future quarters. 

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4/6/17 1:30 PM

Three Ways to Elevate Sales Operations as A Strategic Sales Partner

Sometimes it may feel like the role of the Sales Ops organization is more of a rule maker than a true business partner. The Sales Operations team provides guidance and processes to ensure that a sales organization is running as efficiently and effectively as possible. Of course Sales Ops wants to see the sales organization be successful, with revenue being maximized and all commissions paid on time. But the functions of managing territory assignment, compensation planning, CRM monitoring and reporting on sales metrics may seem like a lot of process and overhead for account managers just trying to retire their quotas.

How can Sales Ops be viewed as a business partner rather than just another overhead function? Let’s put ourselves in the shoes of the Account Manager and see how to be more relevant within the sales organization. The three key actions outlined below are a good place to start.

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4/4/17 2:10 PM

The Good, The Bad & The Ugly: Confessions of A Sales VP

When I was just starting out as a Sales Rep I thought, “I can’t wait until I become a manager,” the role surely has to be less stressful. All you have to do is chase Reps around and help them close deals, right? Then, when I became a Sales Director I thought, “I can’t wait until I become a VP” which has to carry less stress. I mean, all you have to do is get on forecast calls with Sales Directors, right? And the cycle continued until I became the top Sales Leader in the company. Well, by then I wanted to be the CEO but I’ll save that for a future blog post...

As I ascended the Sales ladder, I found one thing in common: every role has its own set of stress points. Not only that, but prospering at each level requires learning new skills that are prerequisites for being successful as the top Sales Leader (regardless of the title).

In the first blog of our impending series, learn how to effectively deliver sales information that will inspire confidence in your abilities as a Sales Leader from your team and stakeholders alike.

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3/21/17 2:15 PM

Sales Etiquette 101: Don’t Forget to Be Professional

Manners may go a long way, even in today’s fast-paced digital world. Some recent interactions with prospective employees gave me a reason to pause and reflect on my upbringing.

During the last 20 years, I’ve seen my share of sales people come and go. I’ve worked with some very successful ones who have pulled in seven-figure commission checks, and I’ve seen others that should find another profession. One thing I’ve learned, if you say you’re going to do something, do it.

Most importantly, this cardinal rule applies to hiring practices. Regardless of which side of the offer you’re on, do what you say you’re going to do and be polite in the process.

Keep reading for a few pointers you still need to keep in mind, even in today’s candidate-driven market and digital age.

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3/16/17 2:15 PM

Fight Quarter-End Fret with Sales Funnel Analysis

As a sales leader, you may wonder how you can minimize the high drama and roller coaster ride of the last few weeks of a quarter. In other words, how can you introduce predictability into your business? Listen folks, there’s no magic bullet but rest assured that there are ways to minimize the highs and lows of quarter-end. The first place to look is at the metrics of your sales funnel.

Don’t know where to start? Keep reading for a play-by-play of how to minimize quarter-end drama by taking a hard look at your sales funnel metrics.

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3/14/17 3:50 PM

A Beautiful Template for Presenting Sales Ops Metrics

Cold hard facts. Sales ops loves them. But how you present metrics makes all the difference. Crack open a spreadsheet during a meeting and you'll be met with squints. Pop a standard PowerPoint and you'll hear a low-pitch grumble envelop the room. The moral of the story? Pay close attention to how you present your metrics. Your analysis tells a distinct story every week, month and quarter. Make sure it's an engaging one!

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3/9/17 2:00 PM

What's The Lifetime Value of A Sales Rep?


I recently had the privilege of attending SiriusDecisions 2017 Sales Leadership Exchange. It was a great opportunity to meet and share experiences with senior Sales and Sales Operations leaders. While there were many great case studies and presentations on increasing the effectiveness of sales teams, one in particular resonated with me. That session, called “The Economics of Sales Talent: Recruiting and Retaining for Faster Growth,” was centered around the concept that every Sales Rep you hire has a lifetime value (LTV) to the company.


Keep reading to learn how Rep LTV is calculated as well as other factors you should consider to ensure you are recruiting and retaining your Sales hires for optimal growth.


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