Case Study: Consolidation

Sales Operation Swim Lanes DiagramToday we have an installment of the Enterprise Sales Operations Case Study series with special guest, Andi Fant. Continue Reading

The Zero Dollar Opportunity – 3 Reasons to Ban Placeholders in Your CRM

CRM | Zero Dollar PlaceholderHave you ever been part of a sales organization where the pipeline is loaded with $0.00 value transactions early in the quarter?
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Weighted Forecast: Objective Science or False Sense of Security? Expected Revenue Chart The one mistake that causes the greatest loss of political capital and confidence is an unexpected drop in the sales forecast that occurs after week 8. Once the executive staff loses confidence in the sales forecast, decision-making deteriorates and the company risks turning a single miss into a downward spiral. The weighted forecast (or expected revenue) gained traction as an objective method for the CFO to do a quick check on whether the company could afford to believe the sales forecast when getting it wrong could crush share price or trigger a RIF. A purely objective forecast where responsibility falls on the “model” and not the individual manager has a great deal of allure, especially when it comes time to CYA.Continue Reading

Accountability is Your Key to Access the Inner Circle

Sales Operations Manta - All Others Must Bring DataFor all of the people who claim to want a “seat at the table” and question why it is the VP of Sales your CEO includes in the inner circle. One word –Continue Reading

Pipeline Analytics: Keep it on the Radar

SFDC | Pipeline AnalyticsThe strength of opportunity management is collecting real-time data as close to the customer as possible. When aligned with sales process discipline and weekly cadence, it is the most powerful predictive tool you have. 3rd party applications available through the AppExchange such as InsightSquared or comprehensive solutions like Tableau and Birst offer rich functionality compared to exporting SFDC data to Excel for reports and graphs, especially for trend analysis.


One Mistake, Big Consequences

Even the best analytics application is worthless if you get just one thing wrong. Continue Reading

+Neal Murphy +ESO