Sales forecasting is both an art and a science. In my 20+ years of sales leadership, I’ve spent hundreds of hours thinking about sales forecasts. These forecasts answer two simple...

If you were to ask many sales operations leaders to describe their team’s activities, you will undoubtedly hear about efforts spanning: Sales technology Analytics and reporting Field support Sales compensation...

I’m stunned by the number of organizations I work with that are “numbers/metrics” focused, but do nothing about them!

One book I reread every year is “Excellence, Can We Be Equal And Excellent Too?” by John Gardner. It was published in the early 60’s and is one of the...

Unfortunately, the literature is rife with faux research and insights. Most no more valid than my analysis of what color suit I wear, but all accompanied by masses of data...

I’m at the ripe young age where I have seen a lot of different scenarios for marketing, demand gen, lead gen, and prospecting. In the “old days,” many of our...

So what concerns me is how you made your number....

We want to be flexible, nimble, able to adapt to the circumstances, leap on an opportunity, respond quickly. We abhor process since that constrains our creativity and ability to innovate....

Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often, we get forecasting wrong. Some observations: We strive for forecast...

Human beings are always looking for the secrets to success. Somehow, we want to believe there is the “one thing” that drives success. In sales and marketing, we are no...

As the function of Sales Operations evolves within organizations, we are faced with several large challenges. How do we set priorities with all the competing initiatives coming our way? How...