How do we see the role of sales ops evolving? How are technology trends shaping the future of sales and sales operations? Sales tech experts Nancy Nardin and Dharmesh Singh discuss how sales teams can embrace the new role of sales operations and use tools to drive growth.
This webinar covers best practices in setting quota. Matt Haller, founder of The Startup Seller, shares his expertise in quota consideration. He begins by discussing quota setting and deployment before diving into 5 methods for deploying quota across your sales team. Using examples, Matt shares his philosophy on deploying quota and communicating with your sales reps.
An interview with Paul Homer, Director of Sales Operations for AuthO, talking about his career evolution into Sales Operations and the role in general. Video takes place at the fullcast.io headquarters with Dharmesh Singh, CEO and Founder of fullcast.io.
After hosting sales planning meetups across the country, Katherine Holt and Quincy Darbyshire of fullcast.io recap the great takeaways from the meetups. This webinar goes through the 8 steps in creating a go-to-market plan and best practices in creating a transparent, dynamic plan. It then dives into the most asked about and discussed aspects of sales planning at fullcast.io meetups.
As automation takes over business practices, how can we apply it to sales planning? This product demo covers the greatest challenges in sales planning and common pitfalls. You’ll learn how fullcast.io’s software can overcome these challenges and make sales planning agile, collaborative, and actionable in your CRM.
Matt Haller, founder of the Startup Seller, joins fullcast.io to discuss fundamentals of compensation for sales teams. This webinar covers philosophy and considerations for designing a compensation plan, as well as how to leverage compensation to drive behaviors and performance. It also discusses how to communicate compensation across sales teams for companies of all sizes.
Quincy Darbyshire, business partner at fullcast.io, shares his 10 tips to successfully approach sales planning. Quincy takes his years of sales planning experience at Salesforce to distill 10 truths that make go-to-market planning more effective and dynamic. This webinar covers tips for sales planning using examples applicable for businesses of all size and scope.
Dharmesh Singh opens the Winter 2019 Sales Ops Growth Summit describing how we are now in the age of software-defined sales operations. The key to building agile, high-growth sales organizations lies in an organization’s ability to link sales planning with operational execution and track performance against plan.
Neil Harrington, Senior Analyst at TOPO, discusses trends that are changing sales operations strategies and roles today, and how future sales operations roles will be defined. Trends in technology are causing a shift in how sales operations defines its role in the organization. Admin roles are being replaced by strategic growth driver roles that focus more on strategy and forecasting, and less on administration.
Panel discussion with Lisa Kelly of Talkdesk, Jim Schwappach of Copper Inc, Ryan Toben of Gainsight, and Sealy Laidlaw of Valor Equity Partners on how to structure a sales operations department for success. Sales operations organizations are restructuring to meet the constant shifts in technology, business intelligence, and faster-paced business cycles. Teams utilize approaches that redefine how sales ops teams can get ahead of their planning cycles and adapt for high growth.
Nancy Nardin, founder of Smart Selling Tools and Vendor Neutral, offers a practical discussion on buying sales tech for young and late-stage companies. Companies can achieve much of what they want out of their planning to execution through a well-integrated CRM. However, it is common for sales ops departments to support the sales process by implementing additional sales tools. While there are many point solutions in today’s market, navigating the sales tech stack can be overwhelming.
Dorota Szeremeta of Salesforce and Quincy Darbyshire of fullcast.io offer practical approaches to sales planning and a high overview of what it takes to build a well-formulated sales plan for growing companies. Company growth can only be achieved through a calculated and deliberate go-to-market plan. This video presents a practical eight-step approach to creating a sales go-to-market plan, including capacity planning, segmentation, and performance analysis.
fullcast.io’s Bala Balabaskaran and Tyler Simons discuss how policy-defined approaches to sales operations provide adaptability and flexibility to deal with situations that arise during periods of high growth or dynamic market changes. When integrated into a software-defined ops framework, policies allow for faster, more streamlined scaling because they clearly define a company’s goals.
Yousuf Kahn and Dharmesh Singh deliver an informative and energetic discussion on the challenges of data governance and why a well-formed governance policy is foundational to unlocking all advanced sales operations processes and avoiding high-cost inefficiencies due to bad data. The sooner a software-defined data governance policy is established for your sales operations, the more reliable and valuable your prospect and customer databases will be.
Ted Wang of Cowboy Ventures delivers a board-level discussion on why sales leaders get caught in a 24-month churn cycle. This cycle could be avoided if organizations emphasized performance-to-plan over general metrics reporting, and sought to understand and improve sales process dynamics, relationships, financial plans, and market conditions.
Dharmesh Singh concludes the day-long summit with thanks to the session speakers and audience. This session was held at the Westin Hotel, San Jose, California on February 6, 2019.