Your sales kickoff sets the tone for the year, so it's imperative that you adopt best practices to inspire and motivate your sales team. Aside from fun team building activities and having a great agenda, here are 5 things sales leaders can do to ensure they have a productive and successful sales kickoff.Read More
New Year’s Resolutions for Sales Leaders
With 2017 coming to an end, it's time to buckle down and start making those New Year's resolutions. As you start compiling your list of all the things you want to achieve in 2018, remember that the purpose of making a New Year's Resolution is to change behavior, accomplish a goal and/or improve your life. We've come up with some sales specific resolutions that will help you achieve all three of these outcomes for you and your sales team (don't worry, none of them involve dieting or exercise).Read More
Recipe for Hitting Your Sales Targets
Ever hear the saying "great ingredients make great food"? Well, its no different in the world of sales. When it comes to hitting sales targets the ingredients you use will be the difference between a great month/quarter/year or a mediocre one.Read More
5 Scary Statistics That Haunt Sales Executives Throughout the Year
With Halloween right around the corner we've had scary movies, haunted houses and spooky costumes on our minds here at OpsPanda. So we thought it would be fun to take a look at the things that keep sales executives up at night; what we found is even scarier than what we originally imagined...Read More
Common Mistakes Sales Ops Makes During Planning Season and How to Avoid Them – Part 2
In part-one of our two-part blog on common mistakes sales ops makes during planning season, we uncovered three ways in which errors in sales planning assumptions could lead to shortfalls of hundreds of thousands, if not millions of dollars in missed bookings and sales productivity. We also provided some tips on how you can prevent these errors from occurring in your own organization. To recap part-one, we advised sales ops professionals to avoid: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.
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.
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:
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.
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.