Get the Answers You Need
Whether you have specific questions about building a more effective B2B sales operation—or just want to know which questions you should be asking—the library of questions in the SellingBrew Playbook makes it easy to find the answers and resources you need.
Here are just a few that subscribers get access to:
- Where Should Sales Ops Report To, or Up Through?
- If we have people with lots of experience in the industry, do we really need to conduct marketing research?
- Why don't great salespeople make great sales managers?
- What's a typical ratio of Sales Ops headcount to Sales headcount?
- How Should a Sales Ops Function Be Structured?
- What if our top-selling salesperson is the worst at hitting target prices and margins?
- Will salespeople really listen to Sales Ops when it comes to things like pricing, cross-selling, retention, etc.?
- We track close-rates by sales rep, but they always brush-off the massive variances as being "mix related". Any suggestions?
- How do we get organizational support for tightening up our targeting criteria?
- How do you make sure improvements stick and don't go back to normal?
This question is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
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Answering Three Questions to Enable Change
Driving change in a sales organization can be a struggle and a challenge--and failure is all too common. In this tutorial, learn a more effective approach for championing new solutions in sales environments.
View This Tutorial -
Finding Margin Leaks in Your Sales Processes
Of course, every sale is the result of a process. And with any process, the quality of the final product is influenced by the raw materials. This diagnostic helps improve revenues and margins by identifying the root-causes of erosion in your sales processes.
View This Diagnostic -
Fixing the Causes of Rogue Salespeople
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this interview with Paul Hunt, he exposes the real problems behind rampant discounting in the field.
View This Interview -
Preventing Bad Deals Before They Happen
After-the-fact corrective actions will do little to prevent the bad deals from happening again. Stop treating the symptoms. This diagnostic shows how to identify and correct the underlying root-causes of problems and issues.
View This Diagnostic -
Avoiding Mistakes in Customer Profitability
For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.
View This Guide -
Digital First Sales Operations
Digital interactions aren’t just part of the sales process; they are now the bulk of the sales process. But enabling our teams in a digital-first world requires much more than adding a few new tools.
View This Webinar -
Measuring the Financial Impact of Sales Ops
How do you measure a Sales Ops function? How do you calculate what you're really getting from your investments? In this on-demand webinar, learn what other Sales Ops groups are doing to measure and communicate their contributions in dollars and cents.
View This Webinar -
Dynamic Sales Forecasting
Learn how leading sales operations are embracing dynamic, data-driven approaches that allow forecasts to evolve in real time, enabling better decisions, faster course corrections, and fewer surprises.
View This Webinar -
Using a Cost-Plus Mindset to Your Advantage
In this case study, learn how one consultant got (very) creative in order to solve a pricing problem in an highly dysfunctional organization.
View This Case Study
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Building AI-Enabled Sales Operations
How to Stop the Dabbling and Produce More Meaningful Business Impacts
