Subscribe To This WebsiteYou will receive an email when a new article is posted about once a month.
- 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
Tag Archives: sales ops
Ever Wonder Why the Capitalization of Your Acronyms is Wrong in Your Database? (and how to fix them… )
Maybe I’m a little OCD but when I look at a database of account names and find capitalization inconsistencies it leads me to think that those people responsible for data quality aren’t doing a very good job. Users who add … Continue reading
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
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
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
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
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
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