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...

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...

In our year-end post of 2018, we provided seven options for how sales leaders could advance transformation by evolving the elements of their sales system: operations, technology, enablement and more. We follow up in this post with a more granular look at the output those...

In the recently released book, Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Framework, CSO Insights Research Director Tamara Schenk (@tamaraschenk) defines, and draws a distinction between, some key concepts that our industry tends to use interchangeably:Sales Process is the...