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Sales compensation planning is an important component of any sales strategy. It refers to the process of designing and implementing a sales

Implementing a new CRM (Customer Relationship Management) system can be a game-changer for businesses looking to improve customer engagement and sales. However,

I like to spend at least one full day a month learning. Sometimes learning is very intentional – a new book, listening

Greetings all! I’ve been featured in Bloobirds ‘The Sales Operations Playbook‘ 14 actionable tips you can apply right away! Download the full

Earlier this year I was fortunate to be invited to speak at SaaSGrowth Summit. This was a fabulous event run by James

According to a recent webinar from the Sales Management Association, some key areas where firms lack effectiveness around sales include: forecasts that help

I wrote a post about quarter four last year and what items to look out for to ensure your forecast is as

In the last couple of years a number of different people, with different backgrounds, have asked what a career in sales operations

Summer Priorities Vacation/holiday patterns in EMEA mean that Northern Europe is off in July with southern Europe disappearing in August. In North

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

Undoubtedly, two of the biggest trends changing the sales landscape at the moment are millennials and AI. I wrote a blog about

This blog is the last in a series which started with Avoiding Failure In Your Sales Acceleration Project and whilst past blogs focused

Following on my blog about Avoiding Failure in Sales Acceleration projects I wanted to cover some examples of common sales accelerations technology.

My last blog was around avoiding failure in your sales acceleration project which built on the ideas from another blog around business readiness. This

Recently I wrote a blog around business readiness, which I feel is at the root of why most business change projects fail.

  This week is the second in a two part blog series. Last week I introduced Belinda Parmar and her Empathy Business. This

Last week at London’s Calling I saw a fantastic speaker, Belinda Parmar OBE. Belinda is founder of Lady Geek and now has

The primary objective of sales operations should always be to make the life of sales EASY. Sometimes sales operations can get so

Near the beginning of my career, whilst a consultant at Accenture, I worked as part of a business readiness team for a large multi-million

Its January. Many businesses are scrambling to issue incentive compensation plans that will both motivate and challenge their sales organisations. As you look

There are a number of different technologies to improve sales productivity. Ensuring the right documentation at the right time is in sales people’s

Last week I attended a great event put on by NewVoice Media. The most interesting speaker was Martin Hill-Wilson from Brainfood Consulting. He was

This post is the third in a series of about Sales Development Reps (SDRs). Blog 1: Sales Development Rep Call Success Blog 2:

This post is the second in a series of about Sales Development Reps (SDRs). Blog 1: Sales Development Rep Call Success Blog

The good news – there’s a lead! Now what? Most likely this new lead is with your sales development team so I wanted

A Word About Nasty Women

This post was inspired by the recent political events in the 2016 US election. It would be hard to say otherwise. However, I’m

Nearly all jobs could benefit from honing skills about how to influence people. Most of us have taken a personality profile, or perhaps

A couple years ago I was working with sales manager with a bumpy and somewhat unreliable pipeline. We were discussing how to make his

What is Sales Operations?

The role of sales operations continues to grow and evolve. So what is sales operations? Back in the 1970s at Xerox, J.

170,000 people in San Francisco and 15 million people worldwide tuned into hear Marc Benioff, CEO of, give his keynote ‘Be

October is here. And for many companies whose fiscal year follows the calendar year it means its… QUARTER FOUR. The ultimate quarter.

Always Be… Learning?

Most people in the sales world are pretty familiar with the Glengarry Glen Ross quote ‘Always be Closing’. It really is a

Account Based Marketing

I recently had a lunch where the topic of targeted account marketing (TAM) came up. This is also known as account based

I’ve read a number of interesting articles lately on the topic of millennials in the sales and marketing world. Some Reading Earlier

What’s in a Name?

Most companies have a web of acronyms and company-specific terminology, a special ‘in club’ of sorts. When used correctly this special language

When people ask sales operations questions on most topics I usually temper my answer with comments such as ‘but it depends on

Young children are not afraid to fail. Watch any small toddler learning to walk – they crash, they fall, and often it looks pretty


A friend told me about Evernote the other week. She was penning a grocery list for the festival we were headed to

Ten years ago not many business professionals had heard the term ‘sales operations’ and if so, it was a function reserved for

Sales Trends


The recent Brexit debate has had a lot to say about uncertainty so I thought I would share some thoughts on what

The beginning of Q1 is a busy time for those in the sales operations world. The usual cadence includes finalising year end figures,