Category: Playbook
-
Sales Operations Playbook Part II
Training & Development It is vital to the organization that you look at how your company provides ongoing training and development. These should be two separate activities, and your playbook should manage these separately Training is meant for your Reps, it is reactive and should focus on, Your Product, The Buyers Journey, The Customer Journey,…
-
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…
-
When a Lead is accepted!
Every B2B company should have some concept around what a ‘lead’, ‘contact’, ‘account’, and ‘opportunity’ are. In meetings with Sales & Marketing, where we would discuss a Service Level Agreement “SLA”, our number one friction point was a definition of a ‘lead’. These varying assumptions are the main point of contention. In this post, I…
-
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…
-
Understanding and Using a B2B Sales Enablement Portal
So, you have a great sales team, and your product, marketing, and engineering teams have built a market-feasible product to sell. Your marketing team has developed new and current white papers, success stories, … But you may hear murmurings around the team of where are these assets and how do I find what I need…