BizOps Blog

Ideas, inspiration and anecdotes created for strategic BizOps leaders

Scorecards for Inbound Sales Reps

Build and Automate Scorecards for Inbound BDRs

GREGORY KESHIAN | Apr 24, 2018
Sales Rep Scorecards are an awesome way to improve sales rep and team performance.  They let you isolate KPI's that drive your business, and track them by rep so you can make sure to coach reps to higher levels of performance. This post is about building a Sales Rep Scorecard for Inbound BDRs / SDRs that are handling leads generated by your marketing team.
EnterpriseDB gains unprecedented visibility into account growth with Rekener.

EnterpriseDB Gains End-to-End Visibility for their Business With Rekener

GREGORY KESHIAN | Apr 18, 2018
Learn how EDB is using Rekener to allocate sales and marketing resources in order to grow accounts more quickly and efficiently. At the same time, the EDB team is automating the SaaS metrics that are necessary to instrument the business for growth. Bottom line: EDB is gaining unprecedented visibility while winning back valuable time.
Scorecards for Outbound Sales Reps

Build and Automate Scorecards for Outbound BDRs

GREGORY KESHIAN | Apr 12, 2018
Sales Rep Scorecards are an awesome way to improve sales rep and team performance.  They let you isolate KPI's that drive your business, and track them by rep so you can make sure to coach reps to higher levels of performance. This post is about building a Sales Rep Scorecard for Outbound BDRs / SDRs.
5 Salesforce data pitfalls and how companies are using Rekener to get over them.

5 Salesforce Data Pitfalls and How to Get Over Them

ALEX LAATS | Mar 13, 2018

At Rekener, we spend every day helping companies use their data to increase sales velocity. Rekener's BizOps platform finds patterns in data that unlock understanding of what drives sales velocity.  Rekener finds the right leads and contacts to feed to the right sales people at the right time.  Using Rekener, best in class BizOps teams use data to unlock winning strategies and then translate those strategies into action on the sales floor.

Land and Expand Survey

2018 B2B Land & Expand Survey Part 2 - Exploring Best Practices

ALEX LAATS | Mar 06, 2018

In Part 1 of the 2018 B2B Land & Expand Survey Report, we concluded that evaluating Expansion revenue by the 4 distinct Expansion types (Upsell, Cross-sell, Price, Users) helps us identify which teams and approaches make the most sense to generate growth through Expansion.  Here in Part 2, Exploring Best Practices, we address how to put teams and incentives in place to make Expansion revenue happen.

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