Category: Revenue Operations
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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,…
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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…
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Revenue Operations a Discussion
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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,…