Tag Archives: chris bucholtz

Sales Ops Transforms to a Driver of Strategic Business Decisions

Sales Ops Transforms to a Driver of Strategic Business Decisions

Salespeople get the kudos, earn the bonuses and get their names on the leader boards. The deals salespeople are credited with closing determine their career trajectories. Behind the curtain is the salesperson’s sales ops team. Without this team, the salesperson’s path to success would be impossibly rocky.

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Cautionary Data Analytics Lessons from the Battle of Britain

Cautionary Data Analytics Lessons from the Battle of Britain

We now have vast quantities of sales-related data at our disposal. If you use automated systems for compensation management, quoting and configuration, territory and quota, marketing and any other sales or marketing task, all of the related intelligence is at your fingertips.  But having it is not enough.

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Assistive Technology Will Enhance Salespeople, Not Replace Them

Assistive Technology Will Enhance Salespeople, Not Replace Them

Every time a new generation of sales technology comes along, more salespeople disappear. From shore to shore, north to south, salespeople leave the profession in droves, eradicated by the ruthless efficiency of computers, software and increasingly smart machines.  OK, none of that is true.

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Brace Yourself: Generation Customer is Already Here

Brace Yourself: Generation Customer is Already Here

Humans have an innate need to classify things — including ourselves. We’ve devised shorthand phrases for grouping people chronologically stretching back nearly a century: the Greatest Generation, the Baby Boomers, Generation X, Generation Y, the Millennials. The thinking goes that each generation has its own set of behaviors.

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10 Sales Metrics that Provide Actionable Insight

10 Sales Metrics that Provide Actionable Insight

When it comes to evaluating your sales and marketing processes, there are a handful of metrics that can sum up the entirety of your performance. These deal with either total top-line revenue or the profitability of new deals. And while they’re supremely important, they’re also somewhat opaque.

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