Most organizations measure sales activity, but how many check the quality of that activity? Sales activity is a key input for leading indicators such as funnel velocity, call volume and conversion rates. Measuring activity along the selling process is one way to look for early...

In a recent blog, I discussed three quick checkpoints to assess the "state of your forecast process." The focus was on process considerations when looking to invest in technology. Today I'd like to discuss the technology side of things and how sales and sales operations...

Last week, we discussed how sales operations can help organizations achieve sales objectives by leading, not just by doing. We looked at sales process as a lever that can remarkably impact sales performance and as an area for sales operations to take on a leadership...

Setting priorities sounds easy enough. But, when looking at the number of sales operations activities on their to-do lists, are organizations actually doing it? In today’s blog, we explore how priority-setting can help transition sales operations from reactive to more proactive.Priority-setting for sales operationsIn our...