BizOps Blog

The Sales Management Blog With A BizOps Spin

Sales coverage models are difficult for companies that do account based selling.  Sales managers have the challenge of executing the plan when they receive their new accounts.  Rekener's Sales Rep Scorecards provides automated sales coverage analytics.

Sales Coverage Secrets For Account Based Selling

ALEX LAATS | Jan 29, 2019
In account based selling, building a sales coverage model is a ton of work.  From there, it's an even bigger challenge for sales managers to execute the plan and hit the number. In this post, we'll review the key elements of a sales coverage model for account based selling. Then, we'll share three techniques that can help sales managers deliver results when they receive their new accounts.
BDR Opportunity Funnels

BDR Opportunity Funnels

MIKE LAWSON | Jan 29, 2019

Traditionally, the job of a BDR manager is to hold their BDRs responsible for the early part of the sales funnel. Making sure they are sourcing the right people, making enough calls, having meaningful conversations, and getting the account execs enough opportunities.

Rekener automatically builds a data warehouse in the cloud for HubSpot CRM data and uses the data to deliver applications for Sales.

Build A Data Warehouse for HubSpot CRM in 10 Minutes

ALEX LAATS | Jan 15, 2019
Modern sales managers need comprehensive sales rep data to succeed.  The HubSpot CRM is gaining traction because sales reps find it easier to input activity data.  But there's important data in your cadence tool, the call recording system your sales enablement platform and various spreadsheets.  You may be thinking about building a data warehouse to pull all this data together.  Before you build your own, read this post.
Track Stage Duration to close more deals quickly

Stage Duration In The Sales Process

JOHN BYRNE | Jan 04, 2019

We recently examined the power of stage conversion rates and how they’re an awesome tool for sales managers.  In addition to conversion, there’s another very valuable metric when it comes to understanding opportunities’ behavior.  I’m talking about opportunity stage duration. Stage duration paints a vivid portrait of the sales process, both for a team and individual reps.

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