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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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

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

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