The importance of having rigor, accountability, and intention cross-functionally is clear when you consider the relative performance of a commercial...
Read moreI am probably sounding like a broken record. I apologize, but I think we are missing a huge shift in...
Read moreThe room (and the online meetings) always become very quiet when we ask this question. Everyone knows the value of...
Read moreA couple of people I deeply respect have written outstanding pieces arguing that we have take sales role specialization too...
Read moreIn the previous article, I introduced the notion of Sales as a Profession (SaaP) and some of the steps that...
Read moreIronically, while buying is getting more personal–more about people relating to people, selling seems to be, increasingly, less so.
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 moreAward-winning comedian and The Daily Show host Trevor Noah released The Daily Social Distancing Show on YouTube March 15. The...
Read moreIn times of unprecedented crisis, like the one we are living in, there are opportunities for true leaders to rise...
Read moreI read a discussion between some wickedly smart people. One person took a position that one could not be a...
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 sit with management teams discussing Sales Execution Discipline and the importance of a regular coaching and review cadence. Inevitably,...
Read moreIt’s that time of year. Many senior sales execs are starting their planning for next fiscal year. Inevitably, the commission...
Read moreIt may be that time of year. or maybe I’m just more aware of it, but it seems that too...
Read moreReflecting on the numerous client conversations I have had throughout my career, and the projects that have generated significant impact,...
Read moreKeep Your Sales Reps Honest with Specific Performance Standards
Read moreSometimes the root causes of all-too-common problems are deceptively simple.
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.