Beware of Knee-Jerk Reactions in Sales Ops
Never assume that your first hypothesis is correct—even if the initial data seems to back you up.
5 Excuses for Sales Ops to Focus on Lead Gen
Even if lead generation isn't one of your formal responsibilities, sales ops needs to be involved. Here's why, and some suggestions for how to contribute without ruffling feathers.
Sales Facts Don’t Solve Doubt
If you want to change someone's opinion, you're going to have to deliver a compelling interpretation of the facts.
3 Ways Sales Ops Can Give Salespeople More Spine
In the heat of the moment, a salesperson's fear of losing a deal can lead them to throw all rationality out the window and cave to the pressure. Here are three ways Sales Ops can help reinforce a salesperson's spine...
How Sales Ops Can Help Shift Sales' Focus
It can be challenging for a sales team with an ingrained "hunter" mindset to recognize the need for more "farming" and change their behaviors and actions accordingly. But there are a number of things that Sales Ops can do to help...
One Way to Improve Close Rates
If your sales team is less than fully enthusiastic when you mention the need to improve close rates, this technique can help.
The 4 Most Common Pitfalls of Sales Comp Plans
Your compensation plan can be a powerful tool for shaping your sales team's behavior. Make sure you use it wisely.
