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.

Are sales representatives following your processes?

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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How can Sales Operations prevent sandbagging?

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?

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

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 and URL hacks

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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Get rid of reporting headaches with slicers

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…

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Visualize your data model with Schema Builder

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…

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