Thanks for Making Sales Force Productivity Conference 2016 a Huge Success!

SFPC 2016 is in the books and we’re already looking forward to SFPC 2017.  But before we get too far ahead of ourselves, we wanted to take a moment to highlight some of the great moments that came out of this year’s conference.   We had 300 registered delegates with more than 30 sessions offered.  Many attendees reported being very pleased with the choice in break ...

Avoid Staring at Your CRM Reports: An Interview with Jason Jordan

We all know the struggle. The CRM report comes out and you stare at it, willing it to easily give you the information you need to cultivate leads and foster higher performance in your sales reps.  Here, Jason Jordan, Partner at Vantage Point Performance, tells us how to avoid the CRM thousand-mile stare.   What is the biggest pitfall sales managers fall into with their CRM too ...

How To Hire The Right Sales Ops Manager

In crew, coxswains don’t row the boat, but they use their intelligence to help the boat run more efficiently. They steer the boat straight, keep everyone on rhythm, and correct any technical errors.  Much like the coxswain, a sales operations manager might not sell themselves. Rather, they enable the sales department to do their best work. They provide value by engineering optima ...

Fairness – It Is Deep Within a Salesperson’s DNA

Fairness matters to salespeople.  Research conducted by University of Houston professor Mike Ahearne proved that eliminating overachievement rates and capping payout in the sales comp plan will result in reduced revenue. Even some studies and research in the animal kingdom can be used to better understand salesperson behavior. One study done with capuchin monkeys (which scientists value fo ...

What Responsibilities Are Core for Sales Operations?

The term “sales operations” describes a set of activities that support sales force efficiency and effectiveness. The Sales Management Association’s recently completed research into sales operations’ practices, challenges, priorities, and emerging trends reveals new insight into this emerging corporate function.   This research found that sales operations departm ...