Sales Operations

This is a question we receive often: “How should we distribute sales pipeline in a way that is fair to Account Executives?”

One of the questions we’re often asked is, “what are some best practices for motivating my sales reps?” One of my favorite articles suggests that there is no one right way to motivate an entire team—different types of salespeople need different forms of motivation (forgive the Wayback Machine link). While I agree with this sentiment, …

How to Incentivize and Motivate Sales Reps Read More »

This episode of Zooming Out focuses on the lead handoff between Marketing and Sales:   Sales operations and marketing operations teams often struggle with the lead handoff from marketing to sales. Even experienced revenue operations teams are frustrated by a lack of visibility into whether sales has contacted inbound leads.

Last week, we were invited to participate in a webinar hosted by our friends at Modern Sales Pros about how to make sure your users are able to easily adopt and implement Salesforce changes.

I’ve written elsewhere about how the RevOps model is transforming the way companies scale and enable their client-facing teams to grow. Even if you’re not ready to make the switch to RevOps, some of the basic rules by which experienced RevOps teams abide can make you more effective immediately.

It’s every sales leader’s worst fear: You’ve assured the C-suite you’re well on track to crush this quarter’s goal…

Understanding and implementing these best practices will maximize the value of your sales reports.

  If you’re a veteran Salesforce user, you’ve probably heard a lot about duplicates (often referred to as “dupes” or “dupe records”).