2013 Meetings Organization Sales Management 
SBI Growth
DECEMBER 1, 2012
Hey, Sales Operations leaders. Do you want to increase sales and meet your 2013 goals? Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Over the past year, many organizations have built buyer personas (Read more about buyer personas here and here ).
SBI Growth
AUGUST 15, 2012
What separates most organizations from those that are “World-Class” is the existence of bold insights that drive sales strategy. Your VP of Sales relies on you delivering actionable insight to drive continuous improvement. Joe continues to look for data points and develops his recommendation for the VP of Sales.
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SBI Growth
SEPTEMBER 2, 2012
In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market. Implement organization/talent change.
Janek Performance Group: Account Planning
OCTOBER 25, 2023
Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. They do not meet cross-selling and account growth targets. As sales environments shift, so do organizations.
SBI Growth
NOVEMBER 22, 2012
The meeting was just about over and there’s still little common ground. The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. As a sales operations leader, how often have you had similar meetings? How do you balance this all and make the right decisions for the organization?
SBI Growth
DECEMBER 4, 2012
A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. Fast forward to April of 2013. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. They are trying to decide between keeping and scrapping the recently-implemented Sales Comp Plans.
SBI Growth
AUGUST 6, 2012
Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. It is your job to equip sales management with these figures. Won deals in half the time.
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