The answers you get to this one simple question can indicate if something is seriously wrong with your current approach.
By definition, SellingBrew Playbook subscribers want to become more strategic. But how do you make the transition when the tactical activities seem to consume every hour of every day? Learn how to quit your day job...
The "explanations" for missing the mark with respect to sales performance tend to run the gamut, from totally valid to sheer lunacy. But by looking at sales excuses from another perspective, we can eliminate them altogether.
Sales Operations is in a unique position to develop sources of proprietary advantage that are largely hidden from competitive view. Thus, these "secret weapons" are very difficult for competitors to even recognize, let alone copy.
A lot of "experts" will tell you to focus on your ideal customers. Here's why we think that advice is a load of crap.
If you've allowed your sales ops team to grow naturally over time, you have probably unknowingly adopted the least effective team structure.
Some data holds hidden clues for how to improve performance, but some of it is just noise.