Tag Archives: Sales Operations
Summit 2013 Highlights: Apply Productivity Analysis to Improve B-to-B Sales Results
- 9th May 2013
Time is the most valuable resource a sales rep has: “A salesperson has, typically, 50 hours in the week in which to work. It’s the job of both marketing and sales to ensure that those 50 hours are spent as productively as possible,” said Jim Ninivaggi, service director of Sales Enablement Strategies at SiriusDecisions, who spoke at Summit 2013 this morning. B-to-b organizations often struggle to keep reps focused on higher-yield activities that lead to closing deals and bringing in revenue. This was borne out by the results of an instant poll of the Summit 2013 audience: Only 1 percent of participants polled felt very confident that their reps are fully productive vs. 41 percent who are very confident that their reps are not fully productive.
Continue Reading....Sailing Through a Post-Deployment Process
- 31st January 2013
A post-deployment process is not the same as good execution; it is the process of reviewing each part of the project once execution has begun. Unfortunately, most of us have a new special project or initiative always lined up (and probably overdue), so we move on, forgetting the importance of managing the post-deployment process.
Continue Reading....Five New Year’s Resolutions for Sales Operations
- 10th December 2012
If there is one thing I can guarantee, it is that the holiday season – also the planning season for many sales organizations – will go by faster then we expect. I am not telling you this as a scare tactic, but to advise you to take some time to prepare for what the new year might bring. For many sales operations leaders, this means new year’s resolutions to continue driving sales productivity, make improvements to areas that did not perform well over the last 12 months and develop new processes to help sales reps work more efficiently. Easier said than done. My advice is to commit to the following five resolutions.
Continue Reading....′Tis the Season for Sales Planning: Five Elements That Must Be Checked Off Your List
- 14th November 2012
I know that for many, the sales planning season does not conjure up thoughts of joy and happiness. However, it is that time of year when sales leaders and sales operations must focus on how to ensure success in the coming fiscal year. For help, sales organizations should take a lesson from the jolly old guy in the red suit: Make a list and check it twice. Here are five critical elements that need to be on the planning list to make sure that the sales organization kicks off the new year aligned.
Continue Reading....Two Areas for Improving Efficiency in Marketing and Sales Operations
- 21st September 2012
Sales operations and marketing operations tend to work separately, each focusing on their own priorities. It is not unusual to find missed opportunities to share insight, information and experience that could result in improved sales productivity (which is everyone’s objective) Here are two areas where marketing and sales operations professionals can improve performance.
Continue Reading....Should the Invitation for the Mobile Technology Party Say: BYOD?
- 23rd August 2012
According to IT research, the laptop may soon go the way of the desktop computer – thanks to the pervasive use of mobile devices. Mobile technology is quickly becoming commonplace in b-to-b companies, especially for sales reps. With the introduction of any new technology, companies are faced with developing policy and procedures to govern its use. For mobile technology, the hot topic being debated is whether a company should adopt a “bring your own device” (BYOD) policy. More and more organizations are favoring BYOD for mobile devices, as there’s the potential for cost savings if the company does not have to purchase, maintain or support them. Seems like an easy decision, right? Not so fast.
Continue Reading....Tablet Computing and the B2B Sales Force
- 24th February 2011
Is there a tablet in your future? Salespeople will know soon enough, as several organizations charge down the path of adding a tablet computing device to their existing smartphone and ...
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