The MarTech Digest
548.4K views | +9 today
Follow
Your new post is loading...
Scooped by CYDigital/marteq.io
Scoop.it!

Sales Operations: What It Is, Why It Matters, and How To Do It Right | Sales Hacker

Sales Operations: What It Is, Why It Matters, and How To Do It Right | Sales Hacker | The MarTech Digest | Scoop.it
Sales Ops has expanded its role to include nearly all functions that provide strategic insight needed by a sales team to achieve sustainable growth.

The composition, hierarchy, and primary role of sales ops may differ across industries and even across similar businesses of diverse sizes, but many of today’s sales ops leaders perform a standard core set of functions.

Sales Ops: Table of Contents

--Strategy
--Performance
--Technology
--Building Sales Ops
--Sales Ops vs Sales Management
--Sales Operations Process
--Sales Ops Metrics & KPIs
--Sales Operations vs Sales Enablement
--Sales Ops Best Practices
CYDigital/marteq.io's insight:

Sales Operations: What It Is, Why It Matters, and How To Do It Right | Sales Hacker

 

The first in-depth post on sales operations, and it's excellent.

 

This news comes to you compliments of marketingIO.com. #MarTech #DigitalMarketing

more...
No comment yet.
Scooped by CYDigital/marteq.io
Scoop.it!

Three Elements of a Sales Intelligence Program - SiriusDecisions

Three Elements of a Sales Intelligence Program - SiriusDecisions | The MarTech Digest | Scoop.it
  • "Sales operations must turn disparate sets of data into meaningful insights that drive better decisionmaking
  • A sales intelligence program is the disciplined collection of data and the application of analysis
  • Reliable, consistent measurement and reporting are the foundations of a sales intelligence program

 

  • Operational intelligence is focused on generating the KPIs that sales leaders, managers and reps use to manage and track their day-to-day activities, output and progress toward sales goals. Operational intelligence focuses on what is happening and what has happened. 
  • Diagnostic intelligence takes the foundational elements of operational intelligence and layers on analysis, trending and visualization to deliver a more meaningful view of data. Diagnostic intelligence explains the operational results and what is likely to happen in the future.
  • Interpretive sales intelligence leverages diagnostic capabilities to explain the meaning of something, then delivers recommendations and guidance on how to adjust tactics, strategy and plans."
CYDigital/marteq.io's insight:

All coming out of the Sales Operations group, which should usurp the Marketing Operations group so that both functions are beneath one umbrella. Watch for Sirius to be the leader in Sales Ops guidance.

 

Click/tap to view the original article.

This news comes to you compliments of marketingIO.com. #MarTech #DigitalMarketing

more...
No comment yet.
Scooped by CYDigital/marteq.io
Scoop.it!

Study: Inside the Sales Cycles of 280 SaaS Companies - Process Street

Created by Process Street in partnership with PersistIQ, this study uses an archive of over 1,000 sales emails and voicemail transcripts from some of the world…
CYDigital/marteq.io's insight:

Excellent insight. You'll want to compare your stats to these...and avoid voicemail.

 

marketingIO executes your revenue-generating efforts with the right metrics and the appropriate reports. Contact us to learn more. #MarTech #DigitalMarketing

more...
No comment yet.
Scooped by CYDigital/marteq.io
Scoop.it!

Sales Ops vs. Business Ops vs. Marketing Ops: A Visual Analysis - Insight Squared

CYDigital/marteq.io's insight:

Done in conjunction with LinkedIn.

 

Subscribe to The MarTech Digest: http://bit.ly/miocom #MarTech

more...
No comment yet.
Scooped by CYDigital/marteq.io
Scoop.it!

Study: More Than 60,000 Operations Positions Available - Demand Gen Report

Study: More Than 60,000 Operations Positions Available - Demand Gen Report | The MarTech Digest | Scoop.it
Data from LinkedIn revealed that there are more than 60,000 operations positions available today, which are crucial for routing leads, scoring accounts and running CRM and marketing automation databases, according to the companies. Despite the importance and availability of these positions, operations roles are often overlooked and little research has been done about them.
CYDigital/marteq.io's insight:

That's unreal. And it's going to grow.

 

Subscribe to The MarTech Digest: http://bit.ly/miocom #MarTech

more...
No comment yet.
Scooped by CYDigital/marteq.io
Scoop.it!

Evolution of Sales Ops: How to Get Strategic Fast | CallidusCloud Blog

Evolution of Sales Ops: How to Get Strategic Fast | CallidusCloud Blog | The MarTech Digest | Scoop.it
The first step in this journey toward a “vital strategic role,” is to get a handle on exactly what sales ops does and prioritize those tasks. SiriusDecisions divided it into 7 neat categories:

Strategy and Planning
Sales Intelligence
Process and Design
Support and Administration
Deal Pursuit
Technology
Project Management
Just listing them out underscores the jack-of-all-trades aspect of the sales ops role. Sales ops professionals need to be experts in the technology of platforms, be it CRM systems, sales enablement, or incentive compensation.
CYDigital/marteq.io's insight:

Shortly, Sales Ops is going to run head-on into Marketing Ops. And it makes little sense to have two separate Ops.

 

Subscribe to The MarTech Digest: http://bit.ly/miocom #MarTech

more...
No comment yet.
Scooped by CYDigital/marteq.io
Scoop.it!

Sales ops get ready. ASC 606 will change your life | CallidusCloud Blog

Sales ops get ready. ASC 606 will change your life | CallidusCloud Blog | The MarTech Digest | Scoop.it

"Most accounting teams are scratching their heads to figure out the revenue side of Revenue Recognition ASC 606, as the deadline for compliance is just a whisker away, falling on January 1, 2018. But what most companies are overlooking is the equally large impact on the cost side. And, as you probably know, the largest component of a company’s costs is its sales and channel commissions.

ASC 606 will affect you in these areas and more:

-Sales compensation plan design
-Use and timing of SPIFs and bonuses
-Increased reporting and forecasting of commissions spend

 

You should factor in ASC 606 as you start designing comp plans for 2018. If you don’t, your finance team will dictate what compensations plans and components you can and cannot use and when. But you don’t want comp plans that just comply with the latest accounting guidance. You want compensation plans to drive sales behaviors and help you achieve your company’s sales goals and strategic objectives."

CYDigital/marteq.io's insight:

You'll want to CT and download their eBook.

 

Subscribe to The MarTech Digest: http://bit.ly/miocom #MarTech

more...
No comment yet.
Scooped by CYDigital/marteq.io
Scoop.it!

Sales Operations is a Force Multiplier | SiriusDecisions

Sales Operations is a Force Multiplier | SiriusDecisions | The MarTech Digest | Scoop.it
  • Sales operations is a force multiplier for improving sales productivity
  • For optimal performance, sales operations leaders must assess, develop and enhance competencies in seven core areas
  • Sales operations is the critical link between the development and the execution of the sales and go-to-market strategy
CYDigital/marteq.io's insight:

Far more important detail when you CT.

 

RYZZ: It’s a new approach to MarTech for B2B Marketers.

 

#MarTech #DigitalMarketing

more...
No comment yet.
Scooped by CYDigital/marteq.io
Scoop.it!

Sales Stack : A curated list of Sales Tools broken Down by Process and an Explanation - findthat

Sales Stack : A curated list of Sales Tools broken Down by Process and an Explanation - findthat | The MarTech Digest | Scoop.it
  • Creating a Sales Process – Process Street 
  • Documenting the different stages of Sales – Pipedrive
  • Creating Customer Personas – Xtensio – Free
  • Identifying Customers – Linkedin 
  • Reaching out to Customers – Find That Email
  • To track the emails you’ve sent – Use Hustle 
  • What happens after you click send? – Use Yesware
  • A social mention tool to see what people are saying about your prospect’s brand –  Mention
  • Presentation Software – Prezi
  • Demo Automation – Go Consensus
  • I-Snapshot
  • Xceleration is a sales incentive tool
CYDigital/marteq.io's insight:

Outstanding!

 

Visualize your Marketing Stack. marketingIO will analyze your marketing technology and deliver a visual of your MarTech Stack. Free. Go here: http://go.marketingio.com/stack_analysis 

 

#MarTech #DigitalMarketing

more...
No comment yet.
Scooped by CYDigital/marteq.io
Scoop.it!

What is Sales Operations? - Troops

CYDigital/marteq.io's insight:

Email your comments to joe_rizzo@marketingIO.com. I’ll publish it here. marketingIO: One Source for All Marketing Technology Challenges. See our solutions.  

more...
No comment yet.
Scooped by CYDigital/marteq.io
Scoop.it!

Passing the Lead And Dropping The Ball: B2B Marketers And Sales Operations Need To Play Well Together - Forrester

It’s clear that marketers need to make an effort to better understand what happens after the lead has been passed:

  • Process and organization trump technology – Once a lead is accepted by sales, a whole new set of qualification actions take place, often based on concerns of territory and account planning not visible to marketing.
  • Compensation, configuration and contracts correlate to closing: Sellers, and Sales Operations, use a different lens to determine the quality of an opportunity, driven by considerations of how the seller gets paid, what product configurations help drive compensation, and how contracts are negotiated.
CYDigital/marteq.io's insight:

The Comp Plan: the ring in the nose.

 

NEW: Experience Remarkable Planning Accuracy With New, FREE Growth Hacking Tool. Go here: http://goo.gl/UjcA8x 

more...
No comment yet.
Scooped by CYDigital/marteq.io
Scoop.it!

Looking beyond technology to drive sales operations | McKinsey & Company

Looking beyond technology to drive sales operations | McKinsey & Company | The MarTech Digest | Scoop.it
A strong sales-operations function can address these issues and drive revenue growth by reducing the time reps spend on various administrative tasks, speeding up the sales process, and improving the experience for the customer. As McKinsey’s recent edition of its book Sales Growth: Five Proven Strategies from the World’s Sales Leaders highlights, focusing on process re-engineering, automation, and optimization of sales-support resources can also dramatically reduce the cost of sales.

In our experience, companies that build world-class sales-operations functions can realize one-time improvements of 20 to 30 percent in sales productivity, with sustained annual increases as high as 5 to 10 percent in some cases. Our research also shows that companies that invest one resource in sales support for every front-line sales resource drive significantly higher sales productivity than companies that invest less. Underinvesting in sales-support functions simply shifts the necessary transaction and administrative work to sellers, taking away time better spent with customers.

So what do world-class sales-operations functions actually look like? These organizations deliver operational excellence day in and day out as well as being leaders in driving sales outcomes and change. World-class sales-operations teams consistently achieve budget, quota, and forecast while maintaining healthy pipelines. They proactively engage with sales managers and sellers to understand deal status and recommend actions to increase deal values, accelerate opportunities through the sales cycle, or improve win rates. And they maintain a tight focus on resource optimization, making the attraction, development, and retention of key talent a priority.
CYDigital/marteq.io's insight:

Some hard data to support salesops investments.

 

NEW: Experience Remarkable Planning Accuracy With New, FREE Growth Hacking Tool. Go here: http://goo.gl/UjcA8x 

more...
No comment yet.
Scooped by CYDigital/marteq.io
Scoop.it!

Can We Finally Agree on What Sales Operations Does? | SiriusDecisions

Can We Finally Agree on What Sales Operations Does? | SiriusDecisions | The MarTech Digest | Scoop.it
Our research shows that sales operations has converged around seven major accountabilities, which include:

  • Strategy and planning. 
  • Sales intelligence. Development and distribution of information and insights about prospects, customers, sales activities and assets that improve sales performance.
  • Process design and management. 
  • Support and administration. 
  • Deal pursuit. Design and administration of sales opportunity related activities that result in higher win rates and increased profitability.
  • Technology. Selection, implementation and administration of sales technologies that deliver user and business value
  • Project management. 
CYDigital/marteq.io's insight:

For the Enterprise? Yes. For the SMB? Watch out for marketing operations crossover.

 

NEW: Experience Remarkable Planning Accuracy With New, FREE Growth Hacking Tool. Go here: http://goo.gl/UjcA8x  

more...
No comment yet.