BizOps Blog

The Sales Management Blog With A BizOps Spin

Sales enablement teams are dealing with an explosion of B2B sales data.  Data about sales reps is now in the CRM, content distribution system, sales training platform, call recording system, sales engagement tools and spreadsheets.

The Explosion of B2B Sales Data for Sales Enablement

ALEX LAATS | Feb 11, 2019
Sales enablement has a data problem.  It's all about ramping up sales reps and improving performance over time.  But data about sales reps is all over the place.  In this blog post, I'll break down the datascape for sales enablement and then explore options for how to bring all this data together into a comprehensive view of sales reps.
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.

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