Never assume that your first hypothesis is correct—even if the initial data seems to back you up.
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.
If you want to change someone's opinion, you're going to have to deliver a compelling interpretation of the facts.
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...
Believe it or not, flying a fighter jet can teach you a lot about sales ops.
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...
If your sales team is less than fully enthusiastic when you mention the need to improve close rates, this technique can help.