Having dashboards doesn’t improve performance. You have to look at the dashboards and begin to understand the data.
Read moreForrester has just released its updated forecasts for the US tech market in 2020, factoring in the impacts of COVID-19...
Read moreThe outlook for tech markets remains uncertain, with a wide range of scenarios. We at Forrester continue to operate with...
Read moreRefreshing your account segmentation approach is required to identify pockets of opportunity within your prospect pool and current customer base...
Read moreCOVID-19 is increasing the pressure on revenue leaders to deliver liquidity to their organizations, and thus renewing the focus on...
Read moreTableau and Salesforce have launched a free resource page with data and visualizations on the novel coronavirus and the public...
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 moreAccount planning is important, it’s fundamental to growing our value and positioning with our key customers. It helps us align...
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 moreSo what concerns me is how you made your number....
Read moreCreating a sales compensation plan is no easy task. When it comes to execs and sales compensation – specifically, winning...
Read moreIncentive compensation planning failure happens largely because there are too many people involved. Here are the 6 people you need...
Read moreSales compensation plans must be strategic to motivate sales reps to perform well. Understand the basic foundation with the ABCs...
Read moreCreating incentive compensation plans can be challenging. Learn how to build strong sales compensation plans with these easy-to-use compensation templates.
Read moreSales compensation drives behavior, but there are many ways to motivate reps. Discover the best plan for your company in...
Read moreIt’s that time of year. Many senior sales execs are starting their planning for next fiscal year. Inevitably, the commission...
Read moreI wrote, “Improving Sales Performance Without Changing How You Sell.” Readers started responding, “This is great, where do we start?”...
Read moreKeep Your Sales Reps Honest with Specific Performance Standards
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.