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.


Enterprise Gamification: The Basics

Enterprise Gamification


“Always work with human nature. If you absolutely must work against it, don’t expect to get away with it for very long.”

We seek to hire ethical sales people with outstanding interpersonal skills. But, we also expect them to be fiercely territorial and competitive. Where you get in trouble is when you have sales operations policies in place that depend upon sales people working opposite the very personal characteristics that make them successful. Team selling incentives and commission split policies are just two trouble spots. When I see overly complicated incentive programs that rely on sales reps being “coin operated” or motivated to “work the comp plan”, red flags start going up.Continue Reading

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Enterprise Sales Operations is a “big picture” view into the inner workings of the enterprise technology sales organization including SaaS , on-premises software, services, hardware and networking. The sales operations function is integral to how enterprise sales organizations function and align with marketing, finance, IT and product development.

Fundamentals are covered here without apology. The basics are the most common failure point for under performing sales organizations and instilling a solid foundation is the key to scaling an organization past $25M, $100M and $1B in annual sales.Continue Reading

+Neal Murphy +ESO