BizOps Blog

The Sales Management Blog With A BizOps Spin

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.

Create a sales rep dashboard

Creating a Sales Rep Dashboard

MIKE LAWSON | Nov 28, 2018

Dashboards are table-stakes for sales managers.  Sales managers need to know if they’re on track to hit their goals, and if not, which areas need the most attention.

One of the big issues with setting up a sales dashboard is that there are so many potential metrics out there, how do you possibly narrow it down to one screen?

My advice anytime I am setting up a dashboard for a client is to start by keeping it simple. Make sure that if you add a table or chart that it’s relevant toward the business goals you want to drive your sales team to.

Sales reports, templates and tools

Sales Reports: Templates and Tools

GREGORY KESHIAN | Nov 22, 2018

Often, the key to success in business is having the right information to make decisions with. It's also an area of difficulty for many companies. One of the main obstacles to using information effectively is converting data into usable insight. For a sales team, having the right sales reports is essential.

Use Sales Rep Scorecards Strategically

Using Sales Rep Scorecards Strategically

JOHN BYRNE | Nov 05, 2018

A highly functioning, successful sales team is a beautiful thing and a sales manager’s dream. Teams that are driving revenue and exceeding quota are confident and energized. Each salesperson feels like they’re one call or meeting away from their next huge win. That success breeds friendly competition and often spurs reps to smash quotas month after month.

Managing BDRs With Account Coverage

Managing BDRs with Account Coverage

MIKE LAWSON | Nov 01, 2018

One of the more sophisticated metrics I build out for customers on a daily basis is Account Coverage. The goal of this metric is not simply to understand how many calls or emails a rep is sending. Instead, the goal is to find out who specifically they're reaching out to.

Having been both an SDR and Account Executive for multiple organizations I can understand that every company requires a different outreach strategy.

Scorecard for Account Executives

Build a Scorecard for Account Executives

GREGORY KESHIAN | Oct 29, 2018
Account Executives perform the important function of taking qualified leads and turning them into revenue for your company.  It’s really important to know which ones are performing at expectation levels, and which aren’t. Here’s an example of a scorecard you can create for your AE’s that tracks how they’re performing in 4 key areas:  Efficiency, Velocity, Results and Pipeline.
Pipeline Coverage

Pipeline Coverage - Secret Weapon for Sales Managers

MIKE LAWSON | Oct 19, 2018

One of the most common questions that sales managers ask their reps is, “Do you have enough pipeline to hit your goal?”. In my experience, the correct answer back to any sales leader is always, “There is no such thing as enough pipeline, I will go find more!”. In this post we'll explore how to answer this question with metrics, and how you can gain confidence in your pipeline.

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Sales Rep Scorecards

Rekener Sales Rep Scorecards is the quickest and easiest way to get all of your sales rep reporting done...period.

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