Sales forecasting is both an art and a science. In my 20+ years of sales leadership, I’ve spent hundreds of...
Read moreStay close to your customers and do right by your sales reps
Read moreGender neutrality is trickier than expected
Read moreThree ways to improve equality, parity and a level playing field.
Read moreFUD often paralyzes them in taking action, in driving change, addressing new opportunities and moving forward.
Read moreI’m stunned by the number of organizations I work with that are “numbers/metrics” focused, but do nothing about them!
Read moreI read a discussion between some wickedly smart people. One person took a position that one could not be a...
Read moreThere are endless issues that keep sales people, managers, and our organizations from getting the value from CRM they could....
Read moreWe focus entirely too much on pricing. We leave far too much money on the table because we fail to...
Read morePricing and discounting are different. We need to understand this.
Read moreOne book I reread every year is “Excellence, Can We Be Equal And Excellent Too?” by John Gardner. It was...
Read moreUnfortunately, the literature is rife with faux research and insights. Most no more valid than my analysis of what color...
Read moreIf we are to maximize the success of our people, we have to make sure they understand our “intent.” That...
Read moreThe world goes through constant cycles. Lately, there have been a lot of “Aha, we’ve discovered the secret” posts and...
Read moreWe must be vigilant about time available for selling. We must eliminate anything that doesn’t contribute to the ability of...
Read moreRole clarity is important. People need to understand their jobs/roles–not just the activities they do, and their metrics/comp plan.
Read moreI’m at the ripe young age where I have seen a lot of different scenarios for marketing, demand gen, lead...
Read moreSo what concerns me is how you made your number....
Read moreWe want to be flexible, nimble, able to adapt to the circumstances, leap on an opportunity, respond quickly. We abhor...
Read moreForecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often,...
Read more© 2021 SOPSA -The Community for Sales Operations Professionals - by Global Sales Operations Association.
© 2021 SOPSA -The Community for Sales Operations Professionals - by Global Sales Operations Association.