PERFORMANCE MANAGEMENT

87% of Sales Operations professionals have Performance Management, Analytics and KPIs as primary job responsibilities. Executive dashboards, ad-hoc reports and other visual data summaries are primary elements of the program.

 


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 Salesforce.com 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

Sales Compensation Software: 2 Qualifying Questions

Sales-Compensation-SoftwareThis question was posed as a follow-up to a previous article on enterprise sales compensation and discussion in the LinkedIn Sales Operations Group.

One of the first AppExchange add-ons to Salesforce.com most of us consider is automating the labor intensive, error prone sales compensation process. But, like most IT projects, automating a bad compensation system just moves you further from your goal and trades one problem for another.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

Sales MBOs – Never Mistake Activity for Achievement

Sales MBOsA Director or Sales Operations has better than a 50/50 chance that she will write and evaluate her own MBO this quarter. Sales VPs are notoriously bad at administering MBOs. It is a fire drill early in the quarter, forgotten for a few weeks and an administrative headache on the back end.

The argument in favor of MBOs for sales people begins like this:Continue Reading

+Neal Murphy +ESO