BizOps Blog

The Sales Management Blog With A BizOps Spin

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.

Google Sheets Integration with Rekener

Launching the Google Sheets Integration for Rekener

GREGORY KESHIAN | Oct 18, 2018

We’re very excited to announce our newest integration - with Google Sheets!  Rekener users can now connect any of their Google Sheets to Rekener, to quickly and dynamically upload custom data alongside their sales rep and account data from their CRM, as well as their web visit, support ticket, and product usage data.

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.

What a sales rep scorecard is and how it helps your business

How Sales Rep Scorecards Help Your Business

GREGORY KESHIAN | Oct 10, 2018

Tracking sales data is essential to keeping your team working at maximum efficiency. Looking at all the sales and marketing data you have, over long periods of time can give a company valuable insight into trends and pitfalls. But what if you want to look at data on a team-by-team or a rep-by-rep basis? A sales scorecard can condense information into an easily read format.  This helps management identify individual issues that may affect a team's long-term performance.

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.

Sales managers visibility into KPIs

Sales Rep Scorecards Allow Sales Managers To See the Big Picture

GREGORY KESHIAN | Oct 04, 2018

In order to be an effective sales manager, you need to be able to accurately gauge how your sales team is performing as a whole, as well as being able to track the performance of individual sales reps and provide meaningful feedback to them. You will never be able to help the team improve if you do not keep track of overall results, and you will never be able to give feedback that's valuable on an individual level if you do not keep track of key performance indicators and weight them appropriately to give an accurate picture of how each individual is performing.

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.

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