I get into a lot of conversations about forecasts and pipelines. Sometimes, people tend to use these terms interchangeably. They...
Read moreBy Paul DeCoster & Matt Padberg Fewer face-to-face meetings, more video calls. Evolving customer needs. Higher revenue and growth targets....
Read moreCan you Identify? During the last two months, I have had the opportunity to speak with nearly 200 sales operations...
Read moreSales automation software doesn't replace sales reps. Instead, sales automation tools help your reps close more deals, faster.
Read moreIt’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring...
Read moreSales forecasting is both an art and a science. In my 20+ years of sales leadership, I’ve spent hundreds of...
Read moreI’m stunned by the number of organizations I work with that are “numbers/metrics” focused, but do nothing about them!
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 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 moreHuman beings are always looking for the secrets to success. Somehow, we want to believe there is the “one thing”...
Read moreAs the function of Sales Operations evolves within organizations, we are faced with several large challenges. How do we set...
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.