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

5 Ideas to Increase the Value of Your Quarterly Business Review

QBR Template: Enterprise Sales“50% of the value of quarterly business reviews comes from preparation and not the presentation”

 

Much of the remaining value comes from ensuring company resources are efficiently allocated to the right deals, products and teams early in the fiscal quarter. For this reason, it is important to have the right players at the table, not just the sales and SE team. Depending on the scope of the review – regional, geography or worldwide – you should consider stakeholders who prioritize and allocate resources in support of the sales team and the company’s quarterly sales goal.  Product management, marketing, legal, finance, sales operations, exec-staff, consulting and support should all be considered.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