by Hernan Vera | May 25, 2019 | Go-to-Market Strategy, Sales Enablement, Sales Operations, Sales Solutions
It’s common to discover that a large or key account’s growth stalls, or that the account has become at-risk. To mitigate these situations, we recommend adding account cadence, or an account governance plan to your account plans. Account cadence are a series of ongoing...
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 | May 14, 2019 | Sales Operations, Sales Solutions
The economy is buoyant at the moment, yet many companies are experiencing customer defections and losing current customer revenue at a rate that causes concern in the C Suite. Line of business and sales leaders readily offer reasons why a customer or revenue stream is...
by Hernan Vera | Apr 30, 2019 | Sales Operations, Sales Solutions
Sales quotas are an imperfect sales management tool, and the quota setting process is saddled with drama, “horse-trading,” and hand-to-hand combat with the finance team. We run through the process year-after-year in the hope that quotas will yield reliable results,...
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...
