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...
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, they...
by Hernan Vera | Mar 18, 2019 | Sales Enablement, Sales Operations, Sales Solutions
The Open Sales Pipeline Report is the simplest and most effective tool for a sales organization, top to bottom, to manage sales performance and ensure that the sales strategy is being executed.The trouble is that for many organizations, the Open Sales Pipeline Report...
