About Neal Murphy

Neal Murphy is the publisher of Enterprise Sales Operations and former VP of Worldwide Sales & Operations with 20 years experience in enterprise technology.

Sales Enablement Report

2015 Enterprise Sales Enablement Research by Neal MurphyThis 21-page report is published in an easy-to-read format that is of full charts and visual summaries of our research in enterprise software and Saas. Over 70 high-tech companies are included in the report based upon the Sales Enablement positions they created and filled during the past year.


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2015 Sales Enablement Report

List: Top Sales Blogs to Follow in 2015

Top Sales Blogs for 2015

“From award-winning authors to internationally recognized speakers, these 85 sales pros and technology advocates are changing the world one sale at a time with their contributions to social selling, sales management, and business-to-business sales.”    – Avidian

Check out the full list at Avidian.com


Sales Comp Plan: Keep it Simple

Compensation Plan fits on a Business CardAlign sales compensation with company strategy. Protect the company’s economic interest and still offer a compelling incentive plan to attract top talent. A lot of otherwise good ideas may be a poor fit for your company in 2015.  What’s the best way to keep creative compensation ideas from becoming an error-prone administrative nightmare?

“Your incentive compensation plan is your organization’s way of communicating top priorities. Plans with a boatload of components don’t communicate much at all.”
–  Xactly

Here are 5 factors to consider to make sure you’ve got the simplest compensation plan that will still get the job done.
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Sales Activity: Leading Indicator or Symptom of Bigger Problems?

Sales Activity Assessment Everything went great last year, so you took on an aggressive growth number for the new fiscal year with a steep ramp in the second half tied to the hiring plan. Now, the company has missed its bookings target for the second quarter in a row and faces a pipeline deficit for next quarter. Marketing has data showing MQLs from content downloads and webinars are up. The sales team is adamant that both the quality and number of leads are down. Executives wants answers and a get-well plan. The conclusion: both field sales and the business development team need to be making more calls to increase overall activity. Sound familiar?Continue Reading

Sales Forecast Accuracy: 3 Obstacles You Need to Overcome

Sales Forecast Accuracy

An important predictor of consistent sales success is the ability to set, manage and meet expectations. This holds true whether you are customer facing, dealing with executive management and especially with investors. The pattern no one likes to see is a sales forecast that starts high in week 1 and gradually diminishes as once promising opportunities push out into an uncertain future.Continue Reading

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