Insights & Tips

Each week we publish new insights that can help drive more effective sales operations. A few of those latest insights and tips are available here.

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The Right Ratio of Sales Ops to Salespeople

How big should your sales ops team be? Here's what the research shows.

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3 Things Account Plans Can Miss

If you think of account planning as a "necessary evil," you might be missing out on some really big opportunities.

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Can You Pass This Simple Sales Ops Test?

This 10-15 minute test can tell you at a glance if your sales ops team is focusing on the right things.

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Why Sales Operations Should Relish Accountability

Some Sales Ops teams will claim that they shouldn't be held accountable for sales targets because they have little control or influence over what happens in the field. But what if you turned it around and looked at it a different way?

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Sales Operations Shouldn't Support Sales?

Sales Ops shouldn't be about taking marching orders, doing the grunt work, or just blindly executing whatever tactics Sales comes up with to "save the quarter." No, there's a much better way to look at it...

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5 Tips for Building Data-Driven Sales Operations

Building a data-driven sales operation where anecdotes and opinions have ruled for years is no easy task. Here are five tips gleaned from those who've already made the transition...

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3 Questions Every Sales Analysis Should Answer

True sales analysis goes beyond simply reporting the data to make qualitative judgments about what the data is showing. And great sales analysis answers these 3 questions.

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Making Time for Strategic Sales Operations

When you're buried in tactical tasks and the daily firefight seems all-consuming, the strategic aspects of Sales Ops are often set aside for "someday" in the future. But for many leading teams, one very simple decision changed everything.

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