Are sales representatives following your processes? If that situation seems familiar to you, then you should review the processes you have designed. On the one hand, sales representatives do not want to fill in information about leads, calls, meetings, quotes, and opportunities in the system. They want to sell. On the other hand, sales managers ask…Details
Data into Actionable Insights
The art of sales operations, business intelligence and any data related roles is to turn Data into Actionable Insights. I build business applications for software companies to help business leaders leveraging their data.
In this blog, you’ll find articles related to Sales Operations, Business Intelligence and Business System Architecture. I mainly worked with Salesforce, SQL Server and Power BI.
A consistent sales pipeline starts with a consistent sales process. The sales pipeline is the total amount of open opportunities. It is useful for day-to-day operations, territory management, forecasting, etc. Forecasting is especially crucial as it shows you master your business. Startups investors and big companies top sales leaders will expect high forecast accuracy. If…Details
Most users shouldn’t create reports Salesforce users struggle to get the report they want if you don’t help them. Most of the time, they don’t even know what they’re looking for. They understand why they need some data, have a rough idea of what they need to see in the report, but they have no…Details
How can Sales Operations prevent sandbagging? Have you ever bet a small amount at Poker even though you knew you had the best hand, just to keep other players in the game? That’s sandbagging. In the business world, sandbagging means hiding opportunities. This behavior appears at all levels. In this post, I’ll share a few tips…Details
Which sales compensation plan should you choose? Choosing the right sales compensation plan is decisive as it will drive sales behaviors. It’s a very efficient way to align sales activities and sales objectives. In SaaS companies, sales compensation plans are even more complicated as these companies need to retain their customers. So how to get…Details
The right metrics for your outbound SDR team An outbound SDR (Sales Development Representatives) team generates meetings for account executives. Unlike inbound SDRs, they don’t process marketing leads or inbound calls. They don’t carry any quota, but their compensation plan usually takes into account the number of scheduled meetings and generated revenue. In this post,…Details
Scale sales processes with buttons URL hacks Sales Operations design sales processes so the top management can have visibility on sales activities. Defining calls, meetings, sales qualified leads, etc. in the system is the key. When each individual has its definitions of sales activities, it’s impossible to report on it. Let’s take the example of…Details
Get rid of reporting headaches with slicers Reporting possibilities grow with your company, and Sales Operations needs to keep up the pace. Your Sales team grows, your engineering team builds new products, your sales organization is getting more complicated, and Sales Operations is crunching data every day. The Sales team needs the most flexible and…Details
Visualize your data model with Schema Builder Sales Operations needs to understand the company data model before being able to create basic reports and dashboards. When you install Salesforce, there are few standard objects like account, contacts, and opportunities. As the company grows, you’ll need to create dozens of custom objects, and the data model…Details
Design flexible processes with Jitterbit Cloud Data Loader As the saying goes, garbage in, garbage out. Poor data quality produces poor insights. Sales Operations has to check and improve data quality in all systems. In another post, I explain why you need consistent processes. In this post, I’ll show you one way of designing flexible…Details