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Recent Posts
- Deriving Historic Pipeline Data Without Snapshots: A Novel Approach
- Modeling Commission Calculations in Excel
- Ever Wonder Why the Capitalization of Your Acronyms is Wrong in Your Database? (and how to fix them… )
- Confused About Funnel Conversion Rates?
- New and Improved Capacity Planning Model
- Size Matters for the Top Sales Leader’s Comp
Recent Comments
- Bob Bacon on Modeling Commission Calculations in Excel
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- Aaron L Fung on Modeling Commission Calculations in Excel
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Archives
Tag Archives: B2B
If Your CRM Data Really is Garbage, Clean It Up!
I recently completed another project to address our CRM data quality issues for our account records in Salesforce.com. Specific firmographic data (annual revenue, employee count and industry) determine our market segmentation and account assignments so having accurate data is critical to keeping … Continue reading
Posted in Sales Ops
Tagged #sales20, B2B, Bob Bacon, clean, CRM, D&B, data normalization, Data Quality, data.com, hoovers, sales development, sales management, sales operations, sales ops, SFDC, SFDC cleanup
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Does Sales Training = Sales Enablement?
In recent months I’ve noticed a significant increase in the attention focused on the enablement of Sales organizations. In Silicon Valley alone I find several online postings for positions for a Sales Enablement Director or VP being sought today. This … Continue reading
Posted in Sales Ops
Tagged B2B, Bob Bacon, crm adoption, enablement, leads methodology, process, sales management, sales ops
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What’s The Difference Between Sales and Sales Operations?
The difference between Sales and Sales Operations is clearly confusing to those outside of the Sales profession but I suspect it is not entirely clear to a few of us here as well. I can’t tell you how many times … Continue reading
Posted in Sales Ops
Tagged B2B, Incentive Compensation, metrics, Sales 2.0, sales compensation, sales management, sales operations, sales ops
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Are Your Sales Stages Effective?
It’s not often that a sales manager gets to design new sales pipeline stage definitions used by an organization. It usually occurs in smaller organizations when a new sales leader is appointed and in larger organizations when a new sales … Continue reading
Resource Specialization: Sales Development Representatives
“Sales Development” is a description composed of two words, the discrete meaning of which is clear but in combination the definition of the phrase can be ambiguous. For example, it can used to mean sales training, as in “developing” the … Continue reading
Choosing Effective Sales Metrics
One of the more important seminars at a recent Sales 2.0 Conference in San Francisco involved a panel of Sales Operations experts slated to discuss the best sales metrics to track. The question of which metrics should be used for your organization … Continue reading
Sales Incentives: the Puzzle of Motivation
This 9 minute video by Dan Pink, author of DRiVE, is a humorous and enlightening white board presentation on how the same incentives can be either effective or ineffective depending on the circumstances. I know a number of sales managers … Continue reading
