BizOps Blog

The Sales Management Blog With A BizOps Spin

B2B sales metrics whiteboard

Business KPI's and How to Calculate Them

GREGORY KESHIAN | Oct 15, 2018

Here at Rekener, we are frequently asked about KPI's:  what are the right ones to track, how frequently to monitor them, and how to actually calculate them.

So, we've started to compile a list.  Here, you can find our Metrics Glossary.  It's got a whole bunch of metrics that our customers track.  Each entry lists out what the metric is, as well as how you can calculate it either using Salesforce data, or HubSpot CRM data.

Salesforce cross object reporting by sales rep

Salesforce Cross-Object Reporting by Sales Rep

GREGORY KESHIAN | Oct 05, 2018

Cross-object reporting is one of the things that Salesforce is just not designed to do.  It frustrates sales leaders, sales ops people, and anyone else that’s looking to build meaningful reports to assess sales performance.  This post talks about what cross-object reporting is, and how you can make it happen.

Coordinating marketing and sales

Three Reasons To Track Marketing And Sales KPIs Together

JOHN BYRNE | Oct 02, 2018

Siloed data is often a huge problem for a business, particularly one in growth mode. The consequences of data that’s not shared across an entire company include terminology inconsistencies, lack of a consistent vision, strategies created by incomplete data, and the inability to pivot quickly when challenges arise.

leading indicators for sales managers to track

Leading Indicators for Sales Managers to Track

GREGORY KESHIAN | Sep 20, 2018

I frequently get asked by customers about leading performance indicators for sales reps.  The thing they want to know is: "how do I know if I'm on track to hit targets before it's too late?"  

Great question, glad you asked.

Here are four KPIs that you can use to track your reps, your team and your company.  These early indicators will give you a heads up that something is off the rails before it's too late to course-correct.

Automate Your Data Warehouse with Rekener's Customer Data Platform For B2B

Automate Your Data Warehouse with Rekener's Customer Data Platform For B2B

ALEX LAATS | Sep 01, 2018
Customer Data Platforms (CDPs) are the operating system for customer-centric businesses.  But, the notion of using data to be more customer-centric is not new.  So, what makes CDPs so transformational for B2B? This post explains how Rekener's CDP automates data extraction, transformation and loading (ETL) to make your data warehouse project easy.
Customer Data Platforms put data analytics in the hands of sales marketing and success managers

Democratize Data Analytics with a Customer Data Platform for B2B

ALEX LAATS | Aug 26, 2018
Customer Data Platforms (CDPs) are the operating system for customer-centric businesses.  But, the notion of using data to be more customer-centric is not new.  So, what makes CDPs so transformational for B2B? This post explains how CDPs put the power of analytical applications directly into the hands of line of business managers.

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