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Eight Ways Sales Operations Can Double Your Team’s Productivity
Sales operations may very well be the most important and unsung hero for sales teams—big and small, inside and field, direct and channel. Done well, it can have a significant, more-than-material impact on your sales team’s efficiency and success, says Heinz Marketing’s Matt Heinz.
» Read the post
“Place”: Another Key to the CMO’s Relevance in Sales Operations
The marginalization of the marketing exec could be a universal phenomenon according to the face-to-face interviews IBM recently conducted with 1,734 CMOs as part of its Global Chief Marketing Officer Study. Servigistics’ Mark Vigoroso makes the case that to restore their operational relevance CMOs need to move into the sales operations “war room.”
» Read the post
From Sales Ops to Special Ops: The Future of Sales Operations
Sales forces can no longer perform like a regular army in today’s demanding economic environment. Instead, to deliver on the heightened expectations they face sales teams must perform more like elite Special Forces. To get there, they need world-class sales operations teams to train, equip, and support them.
» Read the SandHill.com post 
Structuring Sales Operations
The Sales Leadership Forum conducted an in-depth discussion with a group of experienced sales ops leaders to explore the right structure for sales operations. This report contains a transcript of that webcast along with results from SalesGlobe research surveys.
» Download the SalesGlobe report |
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Should the sales force receive credit for online sales?
Whether or not a sales incentive plan should provide credit for online sales needs to take into consideration the nature of the sales role in question and two specific criteria, says Brenda Rodriguez-Maldonado of The Cygnal Group.
» Read the full response |
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Predicting the Effectiveness of Sales Support Resources
For many sales leaders, adding support headcount is like walking a tightrope: too little support may not budge the top line, but too much support could hurt the bottom line. If one could tell for sure that, say, adding X support headcount would increase revenue by Y dollars, then adding support headcount (or not) would be a snap. As it turns out, it’s possible to do just that by leveraging the right sales analytics techniques, says Ian Zhao of AGI's Sales Benchmarking Practice.
» Read the post
Why Do Good Reps Resist Sales Process Improvement?
Changing the sales process touches every aspect of the life of the sales rep, so resistance is a natural and expected part of the implementation process. Without proactive measures, your implementation will most likely fall among the 75% group of failures. Sales Benchmark Index’s John Kenney shares some of the ones that he’s found to be most effective.
» Read the post
Key Ingredients in Hire-to-Revenue Onboarding
Hiring great inside sales reps has never been harder; 41% of reqs take 45+ days to fill—creating quite a revenue gap. But it’s as much about retention as recruitment, says Inside Sales expert Trish Bertuzzi. She offers advice for how to close the revenue gap while ensuring a great experience for both reps and their prospective buyers.
» Read the post |
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| About Synygy |
| Synygy provides a comprehensive sales performance management (SPM) business platform that helps companies get "above the cloud" by delivering technology enablement, standards and best practices, and continuous improvement to effectively optimize sales compensation management (SCM) and related SPM business processes. SPM includes sales data management, sales reporting and analytics, sales workflow process management, quotas and objectives management, and territory and channel management. Based in Chester, Pennsylvania, with extensive operations in Europe and Asia, Synygy has 500 employees worldwide and has achieved more than 21 years of success. www.synygy.com |
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