In the last couple of years a number of different people, with different backgrounds, have asked what a career in sales operations is like and how to get into it. I wanted to collect some thoughts around how someone might move into sales operations and what skills to accentuate if you are considering a potential move. Typical Profile There are a number of characteristics that I think a successful person in sales operations embodies. Talented multi-tasker Takes pride in helping/improving others Fast learner or an ability to self teach and pickup new technology/methods/etc Excellent communication skills That being said, there's a...
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Summer Priorities Vacation/holiday patterns in EMEA mean that Northern Europe is off in July with southern Europe disappearing in August. In North America business is similarly slow with people keen to leave at a reasonable time to enjoy the nice weather. Forecast calls lose attendance and projects slow down as decision makers are out of the office. It can be a real pain. However, this is also a great time for sales operations to be making the most of summer. Here are some ideas for initiatives for the summer slow down. To me these are items that fall into quadrant...
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This post isn't on sales operations. However, I wanted to share a number of things I've learned in the last year creating a website. These are all the basics you need to know about launching a website/blog, even for dummies! Host  I've been super happy with GoDaddy. There are other options but their customer service is great and the price is great. Simple. Wordpress and Recommended Plugins Something like 75%+ of the websites in the world work on Wordpress. Its pretty easy to teach yourself and also pretty easy to find help. I used PeoplePerHour and was able to get some developers to make...
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Undoubtedly, two of the biggest trends changing the sales landscape at the moment are millennials and AI. I wrote a blog about millennials not too long ago. Much has been written about the negatives of the changing generational dynamic but I think it represents a huge opportunity. I recently was at an event put on by Insidesales.com who is a great thought leader in the space and I highly recommend following. The graphic that really impressed upon me in the presentation was this one below. I think this perfectly show how well AI is embedded into the every day life...
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This blog is the last in a series which started with Avoiding Failure In Your Sales Acceleration Project and whilst past blogs focused on Incentive Compensation and Call Technology, this blog will focus specifically on CPQ (configure, price, quote) functionality. CPQ is by far one of the most, if not the most, complex sales acceleration technology project. Its probably also one that should come quite early in your technology roadmap as the data generated will affect a number of your other processes and systems. However, its also one that has one of the biggest returns and can be quite transformative for...
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Following on my blog about Avoiding Failure in Sales Acceleration projects I wanted to cover some examples of common sales accelerations technology. I wrote a blog about Incentive compensation a few weeks ago. This blog will talk specifically about call technology. Until a couple years ago I thought this was a nice to have, or perhaps something better suited to inbound sales desks or customer service desks. Well, things have come quite a bit on since then and I highly suggest getting familiar with what's out there now. This blog was inspired by one of my recent clients who was a user...
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My last blog was around avoiding failure in your sales acceleration project which built on the ideas from another blog around business readiness. This blog focuses on incentive compensation. This blog was inspired by a few failed projects I’ve either seen or learned about recently. The common thread to all was that different audiences were perceiving the value of the project differently and ultimately those with the checkbook cancelled. They didn’t know or couldn’t measure what value their team was getting. How can you avoid buying a costly system you either don’t implement or cancel? How can you make sure your executive audience knows...
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Recently I wrote a blog around business readiness, which I feel is at the root of why most business change projects fail. Why? At the end of it, all change comes down to people and poor people management through a transition will almost always spell failure. This blog talks more about avoiding failure. There is no shortage of statistics around project failure rates. A recent survey of business executives indicates that the percent of change programs that are a success today is… still 30% McKinsey and Company Nearly 60 percent of projects aimed at achieving business change do not fully meet...
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  This week is the second in a two part blog series. Last week I introduced Belinda Parmar and her Empathy Business. This week I wanted to share some reflections on empathy. To be successful, I feel it is very important to make time to be learning new skills (the Economist recently dedicated an entire issue to this topic), challenging and opening your mind to new concepts and meeting with other people who both affirm and challenge your ideas. I think adhering to these principles not only makes better people, but makes better employees, colleagues and bosses. Certainly those who work in sales operations...
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Last week at London's Calling I saw a fantastic speaker, Belinda Parmar OBE. Belinda is founder of Lady Geek and now has a new venture, the Empathy Business. Parmar has stated that her personal mission is "to end the stereotyping and patronising of women within the technology" and the “pink it & shrink it” approach of selling to women. While her approach used to focus on women in technology, her new venture has a fresh new approach which was unlike anything I've seen. As her Empathy Business website says "When we started in 2010, Lady Geek focused on female customers and...
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