Sales talent, the people resources within a sales organization as characterized by their aptitudes and abilities, is increasingly a pain point for sales leaders. As such we recently worked with over 300 sales leaders around the world to better understand why talent is so challenging,...

There are a number of sales technology roadmaps that do a good job of trying to document the abundance of sales technology providers in the marketplace. It is no simple task, as the number of such tools and organizations grows by the day. And, as...

What exactly does sales operations do in complex B2B sales organizations? It depends.At least that was the answer of the 350 sales organizations who participated in our new Sales Operations Optimization Study. Sales operations does a little bit of everything. From forecasting to CRM maintenance,...

Harvard Business Review recently published a Michael Porter article summarizing a time study of 27 CEOs. What they uncovered was that the average CEO works 62.5 hours a week, including 37 meetings.I imagine I had the same reaction as most CSOs reading that statistic: ”Oh...

Announcing the release of the 2018 Sales Operations Optimization Report.Sales operations has been a staple within sales organizations for almost 30 years. It may be a dedicated person, a full team or perhaps the activities of forecasting, territory planning and the like are spread throughout...

A few months ago, we talked about how bullish salespeople were on sales as a profession. Of over 900 salespeople surveyed, 90% said that they would highly recommend a career in professional B2B sales to someone just coming out of school. They espoused the relative...

Culture (per Merriam-Webster) is defined as the set of shared attitudes, values, goals, and practices that characterizes an institution or organization Culture is hard to characterize, hard to measure and hard to change. Therefore, it often gets ignored on the list of levers to pull when...

Our industry has been talking about sales and marketing misalignment for a long time, and for good reason. Eighty-three percent of “World-Class” sales organizations identified in our annual sales effectiveness study say that sales, marketing and customer service are aligned on their customers’ needs and...