After some much needed downtime from our EXCEED event in May, our team has been hard at work preparing for Salesforce.com's annual event. If you're attending, let's schedule time to meet. We have numerous activities taking place during the week-long event, and we’d love to meet you.
Schedule Your Personal Executive Briefing
Meet the Clari team with an exclusive briefing at one of our Intercontinental Presidential Suites, located directly across the street from Dreamforce. We’ll be hosting private meetings throughout the week. Get a Clari introduction and a product deep dive, talk with...
We are so excited to announce the launch of our Women in Sales Ops Group: a place for women in the profession to meet, network, and learn from one another.
We created EXCEED as the first community dedicated to Sales Ops. There had never been another group or event of its kind, focused entirely on Sales Ops professionals and innovation in the field. As part of our vision for this community, we wanted to create a forum for women in the field to come together and share their experiences as well.
The group will meet via a...
What would it take for you and your team to make better decisions — and call a more accurate forecast?
At EXCEED, Sales Ops leaders considered this question together in breakout sessions on forecasting and the use of data to inform a sales forecast. EXCEED focused not only on the Sales Ops vocation, but also on new technology and innovation within the field. In “The Future of Forecasting” breakout session, Sales Ops leaders discussed the use of analytics in their team forecasts — and how analytics can improve forecast accuracy and team efficiency.
Sales teams are gold mines of deal data...
“At the end of the day, I have to give a number. And it’s not one number: it’s made up of my regions and goes down to the reps.”
I heard this straight from the VP of Sales Ops at a Fortune 500 customer at EXCEED, during a session on the importance of sales forecasting. He dispelled two common sales forecasting myths: that the sales forecast consists of a single number, and that sales forecasting is the job of senior management. Executives can — and should — reinforce the importance of a good forecast, but a successful sales forecast process...
Without a Sales team, Sales Ops is nothing; without a Sales Ops team, Sales may not realize its full potential. Strong communication between the two enables a successful strategic partnership — and ultimately, better alignment and more revenue.
But when large, worldwide Sales teams sprawl over territories and time zones, communication can be a challenge. In one of our EXCEED breakout sessions, as part of a discussion on sales rep productivity, the VP of Worldwide Sales Operations at a global security solutions provider asked the group what communication strategies have worked well for them:
A few days ago, I got an email from a VP of Sales who is a Clari customer:
"The fact that you called the number more accurately than I did is scary."
Actually, it’s not scary. It's required to drive better sales execution. And it’s hard. Some companies claim to call numbers based on weighted averages from a “same time last year” or “same time last quarter” analysis. This approach might seem predictive — it does use past events to project future outcomes — but it’s not that easy. Without deal-level visibility, it’s two parts spreadsheet guesswork, one p...
Earlier this week, I sat down with the VP of Sales Ops at a new customer. ”We think about our CRM system the same way we think about our phone system or our network,” he said. “It’s a required cost of doing business.”
Yes, every enterprise company needs a CRM. It’s a given on every “starting-a-company” list:
Phone system? Check.Network connectivity? Yep, check.Website? Check again.CRM? One last time: check.
So this same VP’s next sentence — “CRM is dead!” — came as a bit of a surprise.
Given my experience with CRM systems, this statemen...
This post was first published by Xactly on April 26, 2016.
Last November, I made a bet: Data science will transform the enterprise.
Before I made my bet, I thought about when Salesforce and Netflix made their big bets way back in 2002. When Marc Benioff kicked off “No software” at Salesforce, people hated it at first. It was negative. It would turn off their software-producing customers.
What naysayers missed was that “No software” really said: “As of today, the software world is different. Trust us to lead, and we’ll take you where you need to go.” It worked out...
“In business, people are always saying, ‘let’s huddle.’ Have you ever been in a real team huddle?”On stage at the Steelbrick Customer Success Summit last week, former San Francisco 49er, Super Bowl MVP, and NFL Hall of Famer Steve Young looked out at the audience. Only a few hands went up.
"A bunch of guys squatting in a circle, and only the Quarterback allowed to talk? I can guarantee you that a huddle is not going to be a very long meeting.”
Jokes aside, Young made a serious point. Apart from the usual sports-turned-sales words — kickoff, fumble, Hail Mary, h...