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9/27/17 12:09 PM

Common Mistakes Sales Ops Makes During Planning Season and How to Avoid Them – Part 1

Most of us are well over the halfway point in our fiscal year, and it is already time to begin putting together our sales plans for next year. In fact, many Sales Ops teams already have their planning process well under way, but despite best efforts and lessons learned from past history, even the most experienced Sales Ops professionals make mistakes. In this two-part blog we will uncover 6 common planning mistakes and some tips on how you can avoid them. Read on to see if you’re guilty of any of these missteps.

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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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5/4/17 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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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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4/11/17 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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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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2/24/17 3:10 PM

3 Stats That Prove Sales Operations is a Revenue Driver

Sales operations is a chaotic role. Those who thrive are jack-of-all-trades who excel (literally, ha ha) at holding the line on process, reporting on past performance and acting as the glue binding the sales team with finance, marketing, customer success, product, etc. Sales ops is rarely viewed as a strategic driver of growth. That's a shame. Few people are as well-placed as sales operations to implement dramatic, quarter-crushing strategies.

 

Here's some proof...

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