New guided selling solutions automate activities and help reps focus on the right deals.
[Editor’s note: This post is the second in our “Reinventing Opportunity to Close” series for sales leaders.]
Rep is short for representative, not repetitive. Yet, we established in our previous post that sales reps spend as much as two thirds of their day tending to tedious administrative tasks instead of doing what they’re trained to do: sell.
Today’s sales reps don’t have the time to log all their activity and the data they do manage to capture is usually scant and often subjec...
Introducing the “Reinventing Opportunity to Close” blog series for sales leaders caught in a time loop.
“What would you do if you were stuck in one place and every day was exactly the same, and nothing that you did mattered?”
If this quote from the movie ‘Groundhog Day’ sounds a little like your sales team’s opportunity-to-close (OTC) process, there are three things you should know:
You’re not alone.
Acknowledging you have a problem is the first step.
Bill Murray can help.
Actually, these three things are universally true regardless of what ails you. But, for our purposes, the Groundhog Day an...
Carl Eschenbach is a partner at Sequoia Capital and the former President and COO of VMware. In his tenure at VMware, Carl took the company from $31M to $7B in revenue and from 200 employees to 20,000. As part of Carl's webinar on sales leadership, we spoke to him and Clari CEO Andy Byrne about building successful careers in sales and sales operations.
Companies often define sales operations differently. In your opinion, what are the main disciplines or responsibilities of the sales ops team?
Carl Eschenbach: This can be very controversial. I think...
Last week, our VP of Products Kurt Leafstrand and I co-hosted a webinar with Matt Young, VP Sales, Asia Pacific & Japan at Nutanix. In the webinar, How Sales Teams Are Leveraging AI To Drive Revenue, Matt spoke about how Nutanix has been able to supercharge its sales growth with Clari Connect. We also heard from Matt on the challenges his team has faced as a growing sales organization — and the best strategies to overcome them. Here are a few of the highlights.
What are some key challenges you’ve seen leading a sales team in a high-growth environment?
It’s an old story: an exceptional sales rep is promoted after stellar performance in the field. Yet sales management proves nothing like selling, and many first-line managers enter their roles bewildered, with an eager team of reps seeking answers on pipeline management, sales forecasting… and more.
So as a Sales Ops leader, how can you help your first-line sales managers succeed? This question was the focus of our EXCEED roundtable discussion in San Francisco, where SiriusDecisions Senior Research Director Steve Silver facilitated the conversation with Sales Ops leaders from leading technology companies. Below are a few of th...
What is the #1 strategy to drive sales performance? Of the numerous strategies available to reps (quality of manager, skills training, compensation, development program, tools, product training, mentoring, recruiting and retention initiatives), which has the largest effect on a sales team? According to a survey by STAR Results, most professionals believe the quality of a sales manager trumps all other factors. So what makes a manager effective? Below are some of the key traits exhibited by successful managers.
Benefits of a Good Sales Manager
Great sales management will reinforce and imprint the culture of a company on those that work...
Will Millennials take your job when you're done with it, or when they're done with you?
I'm neither fear-mongering nor Millennial-bashing: my goal is to put you in control of the answer.
Millennials Aren't Coming. They're Here.
According to a study by PwC, Millennials will make up 50% of the global workforce by 2020. By then, they'll have about 10 years' experience. When you had 10 years of experience, weren't you eyeing leadership roles?
And They Reflect Today's World, Not Yesterday's
Millennials have never known a world without the Internet. Facts, numbers, and definitions sit in their back pockets. Their entire adult...
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...
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...
Sales reps tend to be lumped into one of two categories: you’re either a sales superstar or you’re not. As it turns out, most sales reps are not. And guess what? Those average performing “B players” are actually a company’s most valuable asset.
Don’t believe me? The 20/60/20 rule says that about 20% of your sales team are top performers who often meet or exceed quota, and the bottom 20% are under performers who are struggling, and 60% are somewhere in the middle. That leaves a majority of your sales team with room for improvement and opportunity to perform better. This...