Sales Strategy and Planning – What’s Your Vision? How Are You Getting There?

 

Napoleon, one of the most successful leaders of all time, built his empire on meticulous strategy and planning.

We recently answered the question “What is Sales Operations?” and defined the roles and responsibilities of the Sales Operations job.  TLDR: It’s all about the policies, processes, and analyses that support sales teams to sell better, grow faster, and be more strategic.  The Sales Ops Job Cycle is made up of 6 points:

  1. Strategy & Planning
  2. Policy Creation
  3. Process Optimization
  4. Sales Enablement
  5. Data & Technology Management
  6. Performance Analysis

In this and subsequent posts, we want to dive deeper into each of these points, and today we start from the top: Sales Strategy & Planning.  We’ll focus on the “What,” “Who,” “When,” and “How,” and finish with a plug for our Strategy & Planning tool 😊.

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What is Sales Operations?

Sales-Ops-Job-Cycle

Many people have asked us to define sales operations roles.  West Coast, East Coast, North, and South, it seems like few understand the day-to-day of the Sales Ops function. So we decided to help everyone out.

Sales Ops is the platform on which businesses build their sales teams. It is the infinite loop of policies, processes, and analyses that support sales teams –managers and individual contributors – to sell better, grow faster, and be more strategic. Read more

Data Is The New Oil – Only If You Can Capitalize On It

Example of data degridation

I was thinking about data and an Economist article I read a while back that had compared a new data center to the oil wells of the last century. The article made a point that in the current environment, data is the new currency and companies able to monetize data will be the leaders of the future. If you have not read it, you can find the link here.

 

Nothing earth-shattering for us in tech, but something to ponder. Does having access to data alone makes the data worthwhile, or is it only useful if you can capitalize on it?

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fullcast.io GrowthOps Podcast

The world of Sales GrowthOps is ripe with innovation and ever-changing best practices. With your host, @Tyler Simons, the GrowthOps podcast series includes industry expertise from fullcast.io, and other industry experts. We break down the Sales Ops problems we are all trying to solve in our day to day. Whether you live and breathe Sales Operations, or just appreciate a good way to route leads, the GrowthOps Podcast is a must listen to. Its great for anyone interested in hearing and learning how the unique problems in Sales Ops are being solved today. Read more

Welcome to GrowthOps

What is Growth Ops? It’s a question that we have encountered in almost all our engagements and this post defines GrowthOps.

It’s been over a year since my partner and I left the safety of a comfortable job to follow our passion for building software that will transform sales operations into growth operations. Since then, we’ve been blessed to have a band of committed colleagues who are working on this transformation and customers who have given us this opportunity. Read more

Facebook leak, GDPR & why should we care?

We asked a few of our customers in Feb 2018, “Are you ready for GDPR?”. The most common response was, “what is it?”

Fast forward to April 2018 and all of a sudden there has been a deluge of GDPR related webinars in our inboxes from all sorts of companies asking “Are you ready for GDPR?” Its as if the bogeyman from the EU is here, and we are all headed towards a disaster. It reminded us of circa 1999/2000 when Y2K was all the rage and companies prepared for all kinds of calamitous circumstances. Read more

Keep Your Room Clean

As a father of two teenage kids, I could not help but compare the average teenager to a fast-growing company’s CRM. There are a few things common to both. They both have a voracious appetite for resources. All of us can reflect back to the days when we could devour quantities without feeling guilty. Likewise, a growing company can devour resources, both cash and people faster than you can supply. Like teens, growing companies are rebels by nature. Process and policy is an anathema to them. These are things that are perceived as bureaucracy. Its akin to teens rebelling against all the lessons of experience we as parents try to impart. Read more

Reflecting on TOPO Summit 2018

I am thinking about sales ops policy as I writing this post on my way back from the annual TOPO Summit in San Francisco. Going into the Summit, I was not sure what to expect since I am a bit skeptical about the value received from conferences. TOPO, however, was great! There was good content, yes, but more importantly, it was a summit that had attracted quite a few like-minded people. I must congratulate the TOPO team for having accomplished this. In order to have a great party, you need a connecting theme that is a shared bond among the attendees and the experience of connecting with like-minded folks become more of a celebration than the content itself. Read more