After a recent webinar, some team leaders took umbrage at the suggestion that they play the role of "politician" on occasion. Are they wrong? Or were we unclear? Yes!
In Sales, it's easy (and quite common) to jump to knee-jerk conclusions when faced with a decision or challenge. But Sales Ops is in a great position to be the voice of reason.
Criminologists have a theory that explains why salespeople don't follow the rules. Fortunately, the theory also explains how to get them to do a better job.
Take a guess, which question should you stop asking so much: who, what, when, why, or how? The answer might surprise you.
Measuring sales performance is core responsibility for Sales Ops groups. And most groups have a genuine desire to better understand what's going on, so they can drive improvement. But there are certain mistakes that can undermine the best of intentions.
If you've been struggling to get beyond the daily firefights and tackle more strategic sales ops issues and concerns, this article is just what you've been waiting for.
You should probably pay less attention to certain members of your sales team. Find out which ones and why.