SALES INITIATIVES and SPECIAL PROJECTS

The ability to prioritize, build sponsorship and execute sales initiatives that improve field productivity and increase sales is the key to advancing into sales operations leadership. 61% of high-tech firms consider Project Leadership a primary job requirement.

Case Study: Salesforce.com 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

10 Summer Projects to Stay Ahead of the Power Curve

Sales Operations | Summer ProjectsThe dog days of summer bring both challenges and opportunities for the sales organization. Whether you are at the start or midway point of the fiscal year, July and August are a good time to assess the current situation and take advantage of the slower pace to set your company up for autumn success.

Summer vacations ensure that for the next 6 weeks, you won’t be able to assemble your full sales staff. Likewise, sales opportunities progress slowly because prospects face the same problem with approvals and decision-makers. Instead of accepting excuses for what can’t be done, be creative and find a way to get an edge. Continue Reading

10-minute Conversation Ensures Your Sales Project Doesn’t Blow Up or Stall Out

When a quarter ends in a way that does not meet expectations, you’ll find no shortage of ideas to spin up new sales initiatives. Ideally, a project will have both immediate and lasting impact. But, too many fizzle out on the white board, get implemented half-way or just fade away. Here’s how to choose and execute a winner.Continue Reading

5 Key Factors to Keep Your Sales Operations Project on Course

Sales Project Risks

“One of our biggest findings was how much companies spend on sales operations. Special projects account for a significant amount of time and resources.” (McKinsey & Company)

McKinsey reports one high-tech company spent up to 30% of general & administrative expenses on sales operations when broadly defined as “all activities that support a quota-carrying sales team” and were “stunned by the level of spend”. Chances are, you don’t even have a sales operations budget line item unless that’s where you stash your Salesforce.com subscription fees, much less 30% of G&A. If you consider the time and energy consumed by cross-function and executive alignment with sales, you can imagine how it all adds up.Continue Reading

Start Here

start-hereWelcome!

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