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

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

Use this Simple but Powerful Technique to Shape Sales Culture

Voice of the customer- How to represent the sales force

Do you feel like you spend a lot of time representing sales in cross-functional meetings?

91% of sales operations leadership positions consider it a primary job requirement.
Keep headquarters in synch with the needs of the field and customers and you are on the path to a healthy sales culture focused on winning and not internal strife.

Are you effective? How do you know?
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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