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Are you using the 80/20 principle when measuring sales productivity?
I am a numbers gal. When I look at a report or request an online query and can see measurable results, I get a warm and fuzzy feeling. When data is involved in decision making, I feel more confident....
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Process Flow, Before Sales 2.0 – 10 Ideas To Improve Productivity Without...
Process Flow B4 Sales 2.0 Here are some fun stats… In 2009, on average, sales representatives achieved only 52% of quota, sales departments achieved only 79% of plan and most companies do not plan to...
View ArticleThe Rhythm of Leadership: Using Cadence To Drive Productivity
I have only gotten one speeding ticket during my entire driving career. It was back in my 20s, I was driving 40 in a 30 mile zone and I was listening to the song Love Shack, by the B52s. I remember...
View Article5 Steps To Create Order from Chaos
I have always loved the phrase “creating order from chaos”. I picture this crazy work environment with items flying through the air, managers with hair standing on end and panic everywhere….. then a...
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How To Increase Sales Using The Pareto Approach
When a problem arises in the workplace, I often see leaders take a “boil the ocean” approach. They look at the problem from a very high level and try to attack everything at once. However, I strongly...
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4 Tips to Boost Sales Productivity in 2011
The following post was written by a guest blogger, Joe Schembri, who is currently partnering with the University of San Francisco on their Sales Management curriculum. Although there is no silver...
View ArticleLubricating Your Sales Engine By Building A Sales-driven Culture
One of the many roles that sales operations professionals play is that of liaison between sales and other departments. This role serves a vital sales operations goal: lubricating the sales engine by...
View Article15 Questions To Ask Before Investing In Sales 2.0
Today’s sales operations professionals have a wealth of solutions they can use to raise sales productivity. However, getting the most out of these solutions — often referred to as “Sales 2.0” tools —...
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Confessions of a Sales Operations Skeptic — a Sales Manager’s Perspective
I’ve become an evangelist for sales operations and I’m embarrassed it took me so long. While I once thought of sales operations personnel as “necessary overhead, ” I’ve finally realized just how...
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“Sales Minutes” — A Vitally Important Sales Productivity Metric
The workday of a busy sales operations professional can easily take a person in many different and conflicting directions. Investigating various sales productivity solutions, pulling management...
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