Driving alignment should be a core tenet for sales operations. As a reminder, it’s our job to build, monitor and refine the selling system foundation across data, process, sales tech and go-to-market planning. We do this so the sales organization can engage with customers consistently...

What we do in sales operations is based on structure and organization – it’s about defining standards that are needed across process, technology and go-to-market planning. We identify repeatable processes to improve sales efficiencies and productivity so that organizations can continue to grow. But as...

Sales data is the source for insights that help sales organizations make better decisions to achieve better results. Yet less than one-third (30%) of participants in our 2019 World-Class Sales Practices Study agreed they have a clear strategy for leveraging data as an asset for...

When you think about your annual sales planning process, where does sales tech come into play? It’s most likely toward the tail end of the process, when you have your CRM admin update CRM with the new fiscal year territory and account assignments. Or it...

Your sales coverage model is a key component of your sales organization’s annual planning process – a process you may just be starting, are already in the midst of or recently rolled out. In our 2019 World-Class Sales Practices Study, only 37% of survey participants...