Emphasis on big data and analytics has made the role or Sales Operations even more vital to your organization. Sifting through massive amounts of data to spot key trends and leading indicators is a core competency. 90% of high-tech sales operations roles consider Sales Analytics and KPIs a primary job requirement.


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

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

3 Metrics to Restore Confidence in Your Compensation Structure

How to Handle Challenges to the Sales Compensation PlanIn this morning’s e-Staff meeting, your CEO implies the sales compensation plan is over-paying. If there is no rebuttal, an offhand remark becomes an issue. Some executives are naturally inclined to accept anecdotal comments as fact and if your VP of Sales has no data to support, deny or confirm – the fire drill of the day is backpedaling out of the conference room and headed your way.Continue Reading

Pipeline: 5 Ways to Determine if You Measure Up

Sales Pipeline KPIs


“We have a sales execution problem.”


One simple question asked across the conference room table from the CEO of software company, “Why am I here?” The most common response?  You got it. If we drill down a bit further, we might hear:Continue Reading

+Neal Murphy +ESO