Greetings all! I’ve been featured in Bloobirds ‘The Sales Operations Playbook‘ 14 actionable tips you can apply right away! Download the full playbook here. Let me know what you think. What other tips do you have?
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 role of sales operations continues to grow and evolve. So what is sales operations? Back in the 1970s at Xerox, J. Patrick Kelly established a sales operations group to take on sales planning, compensation, forecasting and territory design. Kelly described his responsibilities as ‘all the nasty things you don’t want to do, but need […]
When people ask sales operations questions on most topics I usually temper my answer with comments such as ‘but it depends on your organisation’ and ‘there’s not always a best answer for everyone’. However, there are a few topics areas where I really do think there is a best way to go about things and […]
Young children are not afraid to fail. Watch any small toddler learning to walk – they crash, they fall, and often it looks pretty painful. However, the pace at which they improve is mind boggling as they are always pushing the envelope and pretty soon they are skipping and dancing. As we get older we often continue to […]
Ten years ago not many business professionals had heard the term ‘sales operations’ and if so, it was a function reserved for large multinational corporations. With B2B sales becoming an increasingly complex and longer process, sales operations has proven to be a valuable function for organisations of all sizes. Recruiters in the US and UK […]