SBI Growth

MARCH 18, 2014

As a sales enablement leader do you think about sales territories? Territory Design Sales Operations Strategy Sales Enablement Director of Sales Enablement' Have you been asked if they’re optimized to market potential? If yes, keep reading.

Territories 267

Territories Tools Sales Enablement Sales Operations 267

SBI Growth

SEPTEMBER 11, 2012

The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. As the Sales Operations Leader , you are the solution that will provide those recommendations. Most organizations know sales problems exist, but they can’t successfully identify them.

Territories 306

Territories Top of Funnel Compensation Penetration 306

SBI Growth

SEPTEMBER 11, 2012

The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. As the Sales Operations Leader , you are the solution that will provide those recommendations. Most organizations know sales problems exist, but they can’t successfully identify them.

Territories 264

Territories Top of Funnel Compensation Penetration 264

SBI Growth

FEBRUARY 4, 2014

There was a change to your territory. After a few slightly awkward sales calls you break for lunch. You may already have a target list created by your sales operations department. You may already have a target list created by your sales operations department. It’s that time again. How will you respond?

Construction 323

Construction Ideal Customer Profile Territories Lead Rank 323

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer.

Opportunity 316

Opportunity Strategy Banking Territories 316

SBI Growth

SEPTEMBER 5, 2012

This should actually be an ongoing task of the HR leader to have frequent discussions with Sales Directors and Sales Managers to keep pulse on which Reps may be at risk for leaving. With Sales Operations, check their assigned sales territory. Give the territory to an existing Rep temporarily.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

SBI Growth

DECEMBER 5, 2013

The sales organization is into the final run for the year. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? With focus, Sales Ops leaders can positively impact sales revenue and costs.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

SBI Growth

JUNE 30, 2017

(..)

Sales Operations 189

Sales Operations Strategy Sales Territories 189

SBI Growth

MAY 1, 2017

(..)

Sales Operations 180

Sales Operations Sales Territories Analysis 180

Hubspot Sales

JUNE 28, 2019

The sales operations professional is like the coxswain for salespeople. Patrick Kelly, who led Xerox’s first Sales Operations group, describes the role as “all the nasty number things that you don’t want to do but need to do to make a great sales force.”. Sales Operations vs. Sales Enablement.

Sales Operations 110

Sales Operations Hiring Lead Rank Territories 110

InsightSquared

MARCH 6, 2018

Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Start building out your sales operations department by hiring someone to own your CRM.

Sales Operations 119

Sales Operations Hiring Scale Top of Funnel 119

SBI Growth

JUNE 26, 2013

That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP. Here''s part of the dialog from a recent call with a sales operations leader. How do they view sales operations? Who will they hire?

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Are your territories designed to maximize time with customers and prospects? The new reality for sales ops planning is buyer alignment. It’s time that sales operations got aligned. Be “outside-in” in all you do.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

JANUARY 6, 2013

Are you changing account or territory assignments ? Are you changing the sales process ? As a Sales Operations leader part of your role is enabling field sales to adopt change. Why be transparent with field sales about our changes? Are you changing the compensation plan? What about quotas ?

Compensation 317

Compensation Survey Quota Field Sales 317

SBI Growth

NOVEMBER 22, 2012

Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. As a sales operations leader, how often have you had similar meetings? Deliver the estimated up-sell potential for all customers by territory. Between A Rock & A Hard Place?

Segment 288

Segment Customer Territories Penetration 288

Showpad

MARCH 3, 2020

Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales Enablement versus Sales Operations. So, what roles do operations and enablement play in the process?

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

SBI Growth

NOVEMBER 13, 2012

As a VP of Sales Operations at a cloud computing company the stakes couldn’t be higher. Determine the right number of sales reps. Optimize sales territories , and. Measure individual and team sales performance. Measure individual and team sales performance.

Account 308

Account Churn Lead Rank Lead Scoring 308

SBI Growth

FEBRUARY 27, 2017

Today we’re going to discuss territory alignment and demonstrate how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in.

Territories 120

Territories Workbooks Revenue Company 120

InsightSquared

MAY 15, 2019

It’s one of my favorite questions to ask a fellow professional in sales operations. Insurance sales rep. Sales Operations is Still Developing. Sales operations as a profession is growing, yet it is a comparatively new function in businesses. Some of the answers include: Elementary school teacher.

Sales Operations 110

Sales Operations Conference Scale Engineering 110

Sales Hacker

DECEMBER 21, 2017

What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling.

Sales Operations 107

Sales Operations Top of Funnel Hiring Scale 107

SBI Growth

OCTOBER 21, 2013

Sales Operations is responsible for creating that winning environment. 80% of its sales team was outside sales reps. Those reps were covering an extensive territory and large customer base. The Sales Operations team moved to reorganize the group. The comp plan must incentivize the right behavior.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Zoominfo

AUGUST 8, 2024

While we’ll stick with “sales enablement” for the most part, know that we always mean it to include the full breadth of revenue professionals. Meanwhile, sales enablement focuses on the sales team that sales ops has helped build.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

SBI Growth

FEBRUARY 4, 2014

There was a change to your territory. After a few slightly awkward sales calls you break for lunch. You may already have a target list created by your sales operations department. You may already have a target list created by your sales operations department. It’s that time again. How will you respond?

Construction 216

Construction Ideal Customer Profile Territories Lead Rank 216

SBI Growth

AUGUST 15, 2012

To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader. Register for one of our strategy sessions here to get in-depth knowledge on what the brightest Sales Operations leaders are doing today. Sales Operations Success = Insight + Execution.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

SBI Growth

AUGUST 24, 2012

How do you plan on selling your sales strategy recommendation to the CSO? Over the last month you, the Sales Operations leader, have been thick in the weeds identifying growth opportunities to support your upcoming sales strategy plan. Demonstrate changing territory penetration rates. When would you use it?

Strategy 257

Strategy Google Analytics ROI Penetration 257

Sales Hacker

OCTOBER 8, 2020

The post Compensation Cookbook: Designing Comp & Territory Plans from Scratch appeared first on Sales Hacker.

Territories 98

Territories Compensation Sales Operations Sales 98

Seismic - Sales Effectiveness

DECEMBER 5, 2018

One of the biggest questions we see being asked nowadays is ‘what is the difference between sales enablement and sales operations?”. For those of you who stay well-versed in sales enablement trends and know all there is to know about the world of sales and marketing, that might seem like a simple question.

Sales Operations 90

Sales Operations Sales Enablement Analytics Report 90

SBI Growth

AUGUST 1, 2013

Of course, there are other ways to improve sales time allocation. Examples include optimized territory structures and off-loading non-essential tasks. As a sales operations leader, you can drive and support this approach. Start with a pilot with a more progressive sales director.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

SBI Growth

MARCH 19, 2013

The VP of Sales Operations was part of the decision-making team that brought us on board. SFA Socialization – Reps need to be able to share best practices across territories, branches and regions. Yesterday, we ran an Expert Panel with a client’s top performing reps and managers.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

SBI Growth

NOVEMBER 17, 2013

Listen up Chief Sales Officer. It’s time that Sales Operations gets your undivided attention. Download the Leaders Guide to Sales Ops Enablement by clicking here. Impact : Sales Ops directly influences performance of the sales team. Well-designed sales dashboards for reps and leaders.

Company 296

Company Hiring Buyer Persona Maximizer 296

Close.io

AUGUST 11, 2019

A sales operations team can change that. If you want to make sure your sales team is firing on all cylinders and making as much money for your company as possible, you need sales ops. Don't fall into the trap of thinking that sales operations is a new field; it's not. 5 best software and tools for sales ops.

Sales Operations 91

Sales Operations Hiring Top of Funnel Lead Rank 91

Xactly

AUGUST 13, 2018

Let’s cut to the chase–if you’re not using data to drive your sales territory mapping, your territories might be hurting your sales performance more than they are helping it. Sales territory mapping software offers more benefits than sales managers may realize. Take Assessment. The answer?

Territories 70

Territories Software Software Benefit 70

InsightSquared

NOVEMBER 30, 2017

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In sales operations, we do a lot. Putting out reactive fires, supporting reps, managing territories, reporting, building new functionality and processes in the CRM, and much more. That’s enough jargon, what does it actually mean?

Sales Operations 79

Sales Operations Report SalesForce Survey 79

SBI Growth

NOVEMBER 16, 2013

Benefit— A different rep has a call on a similar buyer in another territory. This could be marketing or sales operations. To ensure these interviews are effective, they must be done against your sales process. They execute the call and listen to the different questions the buyer asks. They can use these learnings.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

SBI Growth

OCTOBER 2, 2012

Turnover is a fierce headwind for leaders of Sales and HR. It is impossible to outrun the drag of vacant territories. a provider of software to simplify and improve business operations and customer communications. Sales teams collaborate, sharing ideas and information. Teams have fewer problems and less finger pointing.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

SBI Growth

AUGUST 19, 2013

As a Sales Operations leader, your success depends on getting change initiatives to stick. Change initiatives in Sales Operations take many forms. Rolling out a new Sales Process or CRM tool. Designing a new sales role. Territory redesign. Today, this is more relevant than ever.

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Territories 257

SBI Growth

MAY 21, 2013

Does your Chief Sales Officer rely heavily on you for their success? As the sales operations leader, you focus on helping your sales leaders shine. Is the comp plan or territory design pushing reps out the door? Making the revenue number consistently is what your boss wants. But what else does your CSO care about?

Hiring 300

Hiring Collateral Comparison Territories 300