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Sales Performance Management (SPM)

Leading CRM + Leading SPM = Serendipitous Sales Ops

CRM

So many solutions these days work best in packages. You want your car linked to your iPhone. Your CRM integrated with your CMS. Your data management system linked to your cyber security software. Today’s world is all about integrations because, well, most things just function better in tandem, and this is no more true than in the digital world.

By Eric Blevins | December 21st, 2017

Evolution of Sales Ops: How to Get Strategic Fast

get strategic fast

Salespeople sell, coders code, and marketers market; so, what exactly does a sales ops professional do? It’s hard to come up with a pithy answer. There’s probably no corporate role as vitally important, with as much of a diverse and flexible charter, as sales ops. And that’s a good thing. Why? Because its multifarious nature means that it’s very hard to commoditize, automate, and outsource. It can and has advanced into a very strategic role within companies due to its position as a key nexus point for generating revenue.

By Christine Dorrion | July 21st, 2017

7 Metrics and Goals for Better Sales Results

7 Metrics and Goals for Better Sales Results

Having solid goals adds power to your sales efforts; it’s the staple of all sales management guidelines. However, oftentimes, the spotlight goes on the wrong sort of goals. According to Vantage Point Performance, only 24 percent of metrics measured by sales leaders contribute to business results. And, the metrics used can’t be directly managed.

By Timo Rein | May 30th, 2017

Salespeople Can't Help Navigate the Customer's Journey without Listening for Directions

Salespeople Can't Help Navigate the Customer's Journey without  Listening for Directions
“Cheshire Puss… Would you tell me, please, which way I ought to go from here?” “That depends a good deal on where you want to get to,” said the Cat. “I don’t much care where,” said Alice. “Then it doesn’t matter which way you go,” said the Cat.

Like Lewis Carroll’s Alice, many salespeople have the same issue – lack of direction. Most of the time, they have little idea about what lead to a “yes” from their customers. Their company might have a great product with a competitive price, but still, the sales are down.

By Jaijee Jacob | December 1st, 2016

Solving Sales Operations’ Biggest Challenges

Solving Sales Operations’ Biggest Challenges

Sales operations leaders play a crucial role in translating their businesses’ objectives into actionable plans and programs for the sales force and, ultimately, achieving sales growth. That role is becoming ever more crucial, a Sales Operations Practices Research Report from the Sales Management Association (SMA) shows that sales operations’ responsibilities are expanding, and that sales operations departments face increasing pressure to deliver both strategic and tactical assignments.

By Chris Bucholtz | April 4th, 2016

Sink or Swim: are You Giving Sales Managers the Tools and Skills They Need to Keep Afloat?

Sink or Swim: are You Giving Sales Managers the Tools and Skills They Need to Keep Afloat?

Sales managers have one of the oddest routes to leadership of anyone in business. Essentially it is this: they show exceptional skill over time at one task – selling – and eventually they are tapped to do a host of other tasks: coaching, territory planning, commissions plan structure, using analytics tools, and a host of other managerial jobs. That’s like saying to a college football player, “you’ve won the Heisman Trophy!

By Chris Bucholtz | March 21st, 2016

In a Sales 2.0 World. You Need Learning to Keep Sales Relevant

In a Sales 2.0 World. You Need Learning to Keep Sales Relevant

New sales hires take an average of 10 months to become fully productive, according to CSO Insights. Because they’re just starting the learning curve, that tends to be where they get the most attention from learning organization – they must be brought up to speed, after all. But the learning trend for sales is a bit troubling after that. In many cases, once a sales rep is deemed ready and trained, they’re cut loose from training and sent out on their own.

By Chris Bucholtz | October 31st, 2014

The Ongoing Evolution of the Salesperson: Adapt or Die

The Ongoing Evolution of the Salesperson: Adapt or Die

Like everything else in business, sales has evolved. Evolution is not a voluntary thing – if conditions allowed it, dinosaurs would still roam the earth. But conditions change, and the dinosaurs failed to change with them – except for those who evolved into birds.

By Chris Bucholtz | September 29th, 2014
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