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1/18/18 5:23 PM

5 Things All Sales Leaders Need To Do At This Year’s Sales Kickoff

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. 

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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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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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5/8/17 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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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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4/4/17 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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3/9/17 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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