Advice for the New Sales Ops Leader
Can you Identify? During the last two months, I have had the opportunity to speak with nearly 200 sales operations...
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It’s Account Planning Season, Again
Account planning is important, it’s fundamental to growing our value and positioning with our key customers. It helps us align resources and activities with the customers that represent the most potential and opportunity.
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The Pipeline Review
I was meeting with a client, we were doing the first pipeline review as part of their implementation of the...
What Tech Leaders Must Do In the Second-Half of 2020
More than 60 revenue and revenue operations technology leaders across the world came together at a recent Alexander Group virtual...
Does Being On Commission Make You Untrustworthy?
I read a discussion between some wickedly smart people. One person took a position that one could not be a...
Creating a sales compensation plan that wins over the c-suite
Creating a sales compensation plan is no easy task. When it comes to execs and sales compensation – specifically, winning...
Gartner Sales Operations Press Release
Gartner Says Sales Operations Leaders Should Focus on Four Impact Areas to Mitigate COVID-19 Related Risks
Comedian Trevor Noah: How Humor Helps Us Lead in Times Like These
Award-winning comedian and The Daily Show host Trevor Noah released The Daily Social Distancing Show on YouTube March 15. The...
Healthcare Virtual Roundtable Highlights: A Longer Recovery Leads to Revised Strategies
Alexander Group’s Healthcare practice has been hosting weekly virtual roundtables for commercial leaders on strategies to manage through the pandemic....
Economic Recovery Dashboard
This is a monitor of health, community/social activity, financial and economic indicators that will signal when the rebound stage has...
Sales Compensation 2020: What Are Sales Leaders Thinking?
Just released, The 2020 Sales Compensation Trends Survey provides insights into sales compensation planning for 2020.
“I Don’t Have Time To Coach/Do Reviews!”
I sit with management teams discussing Sales Execution Discipline and the importance of a regular coaching and review cadence. Inevitably,...
Why CEOs Are Standing Up a Revenue Operations Function
During the economic downturn, CEOs are looking for ways to drive GTM efficiencies without hampering growth. Market Leaders are executing...
Six People to Invite to Your Incentive Compensation Planning Party
Incentive compensation planning failure happens largely because there are too many people involved. Here are the 6 people you need...
Less Traditional Ways to Describe Sales Operations Activities
If you were to ask many sales operations leaders to describe their team’s activities, you will undoubtedly hear about efforts...
Addressing Your Real Sales Challenge
Using Sales Design Thinking™, authors Mark Donnolo and Michelle Seger address how to provide leadership to meet sales teams and...
Stop dictating everything sellers do
If we are to maximize the success of our people, we have to make sure they understand our “intent.” That...
It’s Account Planning Season, Again
Account planning is important, it’s fundamental to growing our value and positioning with our key customers. It helps us align...
Sales Managers are Killing the Sales Organization!
It may be that time of year. or maybe I’m just more aware of it, but it seems that too...
Sales Performance Improvement, Where To Start
I wrote, “Improving Sales Performance Without Changing How You Sell.” Readers started responding, “This is great, where do we start?”...
The ABCs of Compensation Planning
Sales compensation plans must be strategic to motivate sales reps to perform well. Understand the basic foundation with the ABCs...
Wearing A Blue Suit Drives Higher Win Rates
Unfortunately, the literature is rife with faux research and insights. Most no more valid than my analysis of what color...
Responding to Disruption
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