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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
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Archives
Tag Archives: sales operations
Confused About Funnel Conversion Rates?
What is a conversion rate? A sales / marketing conversion rate is the percent of leads or opportunities that are converted from one stage to another. Simply stated, if we have ten opportunities in one stage and eight of them … Continue reading
Measuring Sales Operations – A Selfie
Sales Operations teams typically produce and analyze dozens of metrics and KPIs related to the productivity of the sales team or qualitative measures regarding other aspects of Sales. Rarely is qualitative and quantitative analysis focused on measuring Sales Operations. We never take a selfie … Continue reading
Posted in Sales Comp, Sales Ops
Tagged Commissions, ICM, Incentive Compensation, sales compensation, sales operations, sales ops, SPM, Variable Compensation
2 Comments
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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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
2 Comments
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
CRM Adoption and Metrics, Chicken or Egg?
It is widely recognized that the next advancements in sales performance will be derived from better metrics leading to more timely coaching. Many of the sales VPs I speak with acknowledge they need insightful funnel metrics to help run their … Continue reading
Posted in Sales Ops
Tagged Analytics, Bob Bacon, crm adoption, linkedin, metrics, sales operations, sales ops, sfa adoption
1 Comment
What is Sales 2.0?
I was speaking with a Sales leader last week when he asked me, “How do you define Sales 2.0?” At first I thought this was an easy question but as I formulated an answer (I try to do that before I … Continue reading
You’re hired! A check list of things to consider next…
Walking into any new job, let alone a sales management job, can be overwhelming unless you have a plan. There are a number 90 day plan for new manager templates available but these are by necessity generic in nature. For those … 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
Software Sales Compensation Design
At least once every year we all need to create/review our incentive compensation strategy. It’s all too easy to assume last year’s plan will work again in the coming year and, even if it did work, there is evidence that some … Continue reading
