A Guide to OKRs for the Sales Ops Leader
Setting ambitious goals is easy. Reaching them is 10X harder. When that goal is divided across multiple people, the track...
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Four Risks Growth Leaders Must Consider for 2022, Part Three: CX Initiatives That Are No More Than Lip Service
Despite great external conditions and careful planning — a strong macroeconomic environment, big bets with aligned commercial capacity, and increased...
Four Risks Growth Leaders Must Consider for 2022, Part Two: Disproportionate Budget Allocation to ‘Feet on the Street’
Despite great external conditions and careful planning — a strong macroeconomic environment, big bets with aligned commercial capacity, and increased...
Four Risks Growth Leaders Must Consider for 2022, Part One: Unrealistic Assumptions Around Talent Acquisition
Despite great external conditions and careful planning — a strong macroeconomic environment, big bets with commercial capacity aligned behind them,...
Finding ‘A’ Players for Every Role
The hunt for top talent never stops. Unfortunately, many sales leaders think of their 'A' Players as a single rep...
Sales Math: The Impact of Discounting
The “lever” Sellers are quickest to reach for when confronted by a buyer’s resistance, sometimes ever before encountering any resistance,...
How Strong is Your Commercial Culture?
The importance of having rigor, accountability, and intention cross-functionally is clear when you consider the relative performance of a commercial...
How Evolved is your Sales Ops Function?
The topic of “Evolution of Sales Operations” is one which produces a plethora of search results on Google. As a...
Sales Compensation
Sales VP Compensation – Sales Plan or Executive Plan?
Should the head of Sales be on a sales compensation plan or an executive compensation plan? The right design for...
Sales Excellence
The 21 Buying Methodologies
Recently, I’ve been somewhat fixated on the concept of methodologies. I wrote Which Sales Methodology and The Next-Gen Sales Methodology....
Sales Performance
What to Measure in Sales?
This video was inspired by a Sales Manager that asked, “We’ve implemented Sales Process, Salesforce.com, done a reorg, and can...
