How to Grow Business in a Downturn

How to Grow Business in a Downturn

With the growth of the economy over the past few years, and the sudden and surprising changes in our world that have recently transpired, it occurred to us that many of today’s current front line sales managers have probably not dealt with the challenge of managing...
Is Your CRM Data Really Bad?

Is Your CRM Data Really Bad?

It’s interesting that the topic of poor CRM quality always comes up when someone publishes an article or study about Sales Operations. Since Sales Operations typically supports CRM, it’s easy to conclude Sales Operations needs to do something to “fix” it.  Most...
Why Sales Operations is Guilty of Distracted Driving

Why Sales Operations is Guilty of Distracted Driving

A recent TV commercial for the insurance company esurance features actor Dennis Quaid using a cell phone while driving to pitch the firm’s new safe driving app. By the end of the commercial, the viewer learns that Dennis is not actually driving the car.  It’s being...
Sales Performance Optimization

Sales Performance Optimization

If you have been part of a new product launch or enjoyed the customer experience that is delivered when a product first hits the market, I can relate.  It’s an exciting time!  A few months ago, we launched our Sales Performance Optimization (SPO) application...
Moneyball for Sales

Moneyball for Sales

There is no shortage of software firms using Moneyball (1) as an analogy to market their applications.  “We are Moneyball for Sales”, is something we’ve seen numerous times since the movie featuring Brad Pitt and Jonah Hill came out in 2011 (2).  Because Moneyball is...