by Hernan Vera | May 25, 2019 | Go-to-Market Strategy, Sales Operations
Leadership, is not the same as involvement. It is incredibly hard to institutionalize Account Planning within an organization without the direct involvement of the senior-most leaders in the organization. The reasons it’s incredibly hard are straight-forward: Sales...
by Hernan Vera | May 21, 2019 | Sales Operations, Sales Solutions
Edward Deming said: “In God we trust. Everyone else brings data.” I’ve observed many sales and marketing leaders make strategic or structural organizational decisions based on personal experience, or confidence in other’s opinion from personal...
by Hernan Vera | Apr 23, 2019 | Sales Operations, Sales Solutions
Sales Transformation is a strategy that focuses on remaking the sales organization to deliver growth, profitability and strengthen customer loyalty. It isn’t in technique or even in approach. It’s in PURPOSE. If done well, it will touch on every part of the...
by Hernan Vera | Apr 16, 2019 | Sales Operations, Sales Solutions
“What gets measured gets managed” is a longstanding business saying. In early 2017, a Fortune 500 client of ours had 175 outside salespeople covering a territory in New York City, Manhattan from 57th avenue, south to Wall Street in early 2017. By the end of 2018,...
by Hernan Vera | Mar 18, 2019 | Sales Operations, Sales Solutions
The three most important sales success metrics are the ones that let you know you are on track to make your sales plan—or not—before it’s too late. When we engage with a prospective client, one of the first questions we cover is the subject of this post. You probably...
by Hernan Vera | Feb 26, 2019 | Sales Operations, Sales Solutions
Success is a few simple disciplines, practiced every day; while failure is simply a few errors in judgment, repeated every day. —Jim Rohn Some B2B organizations believe that significant and durable improvements in sales performance come from changing out the head of...
