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.

 


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

3 Ways to Add Value to the Forecast Call

Adding Value to Sales Forecast Call

 

 

“Average Close Rate for Forecast deals is 46%”

 

 

 

ActivityBetOdds to Win
source: CSO Insights
CrapsPass Line48%
RouletteRed47%
Sales ForecastClose Rate46%

Why? Closing new business is challenging and sales rep optimism is just part of life. Would you really want hire a pessimistic sales person? The weekly forecast meeting is a big part of your sales culture and a necessary check and balance. Use it to:Continue Reading

3 Reasons You Are Not on the Weekly Sales Forecast Call

Sales Forecast Call

Preparing reports and metrics for the weekly forecast call are minimum job requirements. Becoming an active contributor will do more to increase your understanding of the business and your strategic value to the company than anything else you can do.

 

Weekly Forecast RoutineContinue Reading

Which Department is the #1 Alignment Point for Sales Ops?

Sales Finance Alignment

“90% of Sales Operations jobs require cross-function collaboration with key departments. Finance and Accounting are specifically called out most often, with Marketing a close second.”

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Sales Compensaton: Which Rewards Really Motivate?

Sales Compensation“Sell like you don’t need the money”

Ever wonder why this simple advice is still in use no matter how complex or how transactional the sale? I’ve taught it in basic sales training and utilized it throughout my sales career.  The behavioral economics research* cited in Daniel Pink’s book “Drive” refutes the basic premise that higher rewards equal higher performance.Continue Reading

+Neal Murphy +ESO