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 Biggest Strategy Mistake in Sales Ops

Strategy and tactics are not the same thing. Here's why the difference is important.

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What’s the Threshold for a Speeding Ticket?

We all try to get away with as much as we can. When setting sales rules, it's best to embrace that tendency rather than fighting against it.

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The Perks of Going Uphill in Sales Ops

Tackling a more difficult initiative may have a bigger payoff in the long run.

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Why Your Best "Closers" May Not Be That Great After All

When one of our subscribers tried to figure out what their top "closers" were doing differently to generate 2X the win-rates of everyone else, they discovered something valuable that many would overlook or just chalk up to "experience".

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3 Signs Your Sales Territories Are Outdated

While most are "reverting to defaults" when it comes to sales territories, some leading sales operations have been questioning the conventional wisdom in this area...and discovering big opportunities for improvement.

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The 7-Part Framework for Sales Effectiveness

If you're getting bogged down in one particular aspect of the sales process, taking a step back to focus on the big picture can help.

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Get Your Salespeople To Love Inaccurate Sales Analysis

We get tons of questions about accuracy across every type of sales analysis we cover in the Playbook...from customer retention and account expansion to pipeline performance and prospect targeting. But there's something more important than accuracy.

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Identifying Which Sales Metrics Are Pointless

Sales managers have the option of tracking thousands of different metrics. Here's how to figure out which ones to ignore.

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