Category: Onboarding
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Revenue Operations – The gears to make revenue flow. Part II (Sales Operations)
In this post, I want to focus on the Sales Executive. Your Head of Sales is tasked with Sales Strategy, Organizational Design, and investment as well as Talent management, the Demand engine, Sales Execution, and Sales productivity. To meet these goals RevOps plays a key role. Sales (pre-sales/acquisition) Sales operations…
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Revenue Operations – The gears to make revenue flow. Part I (Marketing Operations)
Let start this post with a definition of Revenue Operations. Revenue Operations (RevOps) is the flattening of the silos between sales, marketing, finance, and customer success operations, which keep all teams accountable to Customer, Revenue, and Profitability. As a RevOps professional your focus is the metrics, tools, and SOP’s for the entire prospect/customer lifecycle and…
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Sales Operations Playbook Part I
Definition: A sales operations playbook is effectively a description of all the things that are engaged in running a sales organization and the contents of which Sales Operations will create and/or own. Remember “Sales operations is a set of business activities and processes that help a sales organization run effectively, efficiently and in support of…
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How to create a Sales Compensation Plan Part 1
In a previous post, we discussed creating and executing a successful territory plan. After you have completed your TAM Analysis, now you need to assign a quota to the team to hit your company-wide goals. From the Sales Rep’s perspective, they would never accept a role at a company without knowing how they can make…
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How to create a Sales Compensation Plan Part 2
In part two of this post on how to create a Sales Compensation Plan, I will show you the steps you should follow to create and implement a sales compensation plan. In this post, I will focus on the “relative plan” discussed in Part 1: The first thing to understand is that building, rolling out,…