Please take a minute and evaluate your current sales operations against the below criteria.
o Is it ready on time?
o Is it clear and understood?
o Does it balance company and individual goals, risk and reward, and minimize negative
behavior?
o Do you spend too much time resolving disputes and interpretations?
· Do you identify and replicate best practices?
o In each major step of the sales process?
· Are customer expectations set properly and actively managed from proposals to contracts to billing and fulfillment?
o Customers are wary of the hype, but genuinely appreciate a straight shooter
o Thoughtfully managing and controlling how expectations are set is far easier and
cheaper than repairing relationships, and better supports add-on sales.
· Do you use solid sales, finance, and market analyses and insights in decision making?
o Are key metrics and insights provided, or do you get a data dump?
o Do your analysts spend all their time just getting and processing data?
· Do you have rep productivity and history at your fingertips?
· Are you monitoring leading indicators in the sales process?
o Trends and run rates?
o Quarter over quarter comparisons
If your “no” answers are few or shallow in depth, you have a good sales ops team. However, if you are concerned about how many no’s you answered, then you may not be getting the most out of your sales team. .
Home
Key Metrics
Sales Compensation Design
Integrated Planning
Resume
email Russ