The world economy is headed into a recession. Or not. One thing is certain – as a sales or revenue operations organization leader, you must be prepared for any and every possibility. A Bain & Company survey found that even though a strong economy stimulates...
Your CRM is transactional – it’s not a planning tool. While the CRM is the foundation for sales operations, it was never meant to help sales leadership formulate a dynamic Go-to-Market (GTM) Plan. Planning for a future year starts in fiscal Q3 of the prior year. Job...
Compensation Design Fundamentals In this Fireside chat, we spoke with Sandeep Singh. Below is an edited transcript of highlights, click on the timestamps to hear the details. Overview Introduction [0:35] Mistake #1: Compensation plans are NOT aligned with the...
Most ops folks would readily admit that the things that matter the most are the most boring. Account family hierarchies are one of these topics. For simpler GTM designs and smaller sales teams, hierarchies aren’t as important. But, if your go-to-market strategy relies...
Jake was the best sales rep in the company. He worked long hours, driving hundreds of miles a day to reach customers, propelled by a mix of premium gas and red bull. Other reps had the established named accounts. Jake had everyone else. Through tremendous effort and...
