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.
Don’t waste your time sending and formatting reports Sales Operations is in charge of reporting because they own data, automation, and processes. The whole company needs reporting. If you don’t automate reporting as soon as possible, you’ll be overwhelmed. In this post, I’ll share few tricks I’ve found down the road, so you don’t get…
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Salesforce profiles define how users access objects and data, and what they can do within the application. In this post, I’ll share the best practices regarding profiles administration. Reduce the number of profiles as much as possible I believe that one of the main reasons why Salesforce profiles are neglected is because they are quite…
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How to improve Salesforce user adoption? Salesforce user adoption is one of the significant challenges Sales Operations faces every day. New business processes don’t worth a penny if users don’t adopt them. Change management is the hardest thing to get right. In this post, I share a few tips to increase Salesforce user adoption. Reduce…
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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…
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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…
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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…
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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…
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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…
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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,…
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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…
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