Category: Sales
The Product Team is Feeling Undervalued by Sales
Leaders must adopt a cross-functional leadership approach when managing product and sales teams. To ensure alignment on business objectives and implementation strategies, other key functions, such as marketing, service, and finance, should be actively included in discussions, meetings, and information-sharing processes. This collaborative leadership approach helps prevent potential issues, such as one team feeling undervalued… Read more
Conveying Your Value Proposition Without Being Pushy
Effectively conveying the value of your product or service requires preparation and a deep understanding of your audience. Start by identifying the different stakeholders involved in the decision-making process and their unique pain points. For instance, if you’re selling a medical imaging device, the CEO might value ROI, the radiologist might care about diagnostic precision,… Read more
Navigating Remote Work in Sales Operations
As remote work becomes mainstream, adapting training programs for remote sales teams is crucial. Sales professionals accustomed to hands-on, in-person interactions may find it challenging to stay engaged in remote environments. To address this, training must be interactive, flexible, and allow ample time for participants to share insights and ideas. Prioritizing tools like Zoom, Moodle,… Read more
Transitioning from Contract to Permanent Sales Operations
Hiring temporary sales operations experts provides flexibility, lowers Human Resources and other administrative costs, and grants access to diverse expertise and valuable networks built through varied work experiences. Additionally, these professionals often continuously learn and improve, benefiting from their exposure to different industries, relationships, and roles across multiple companies that typically take years to develop.… Read more
Sales Operations Interview
Regardless of the competitiveness of your sales operations interview, it is crucial to conduct thorough research and emphasize your experience and customer-focused mentality. To further distinguish yourself, prepare a high-level sales plan that includes operational requirements, as well as a 90-day plan showcasing your ability to quickly onboard and deliver results. Additionally, come ready with… Read more
Developing an Ideal Customer Profile (ICP) and Align with Each Stage of the Sales Cycle
Developing an Ideal Customer Profile (ICP) that aligns with your unique value proposition and distinct qualities is crucial. Additionally, I dedicate time to consider customers who slightly deviate from this profile, as this can drive potential product innovations.Oftentimes, the messages sent to customers don’t target the value as perceived by them. Therefore, crafting personalized messages… Read more
Can Your Boss Define Productivity?
Activity tracking has always been a concern of mine regarding measuring productivity. While activity tracking can produce good information on what drives outcomes, it can lead to unproductive busy work and send the wrong message to employees, whose success should be measured by the shortest, most effective, and sustainable path to goal attainment, not the… Read more
Sales Software Performance and Adaptation
Before selecting sales software to monitor sales performance, it’s important to factor in the time required for software training. Failing to grasp this aspect can substantially impact your time to market and potentially hinder performance outcomes. These outcomes may suffer due to various factors, such as inaccurate data inputs and reduced revenues stemming from excessive… Read more