BizOps Blog

The Sales Management Blog With A BizOps Spin

Scoring Sales Reps

Why You Should Be Scoring Sales Reps

MIKE LAWSON | Aug 09, 2018
It's hard to parse through dozens of KPI's to figure out which reps are performing well. A great approach is to weight each of these KPI's and score reps based on a combination of all of them. Read on to hear the challenges with assessing reps across dozens of metrics, and why scoring can lead to better coaching and output.
Aaron Bloomfield 3 Ways Sales Leaders Can Get Sales Reps to Own Sales Metrics

3 Ways to Get Reps to Own Their Sales Metrics

GREGORY KESHIAN | Aug 04, 2018

Metrics can be a sales leader’s secret weapon.  The best CRO's, VP's and Directors of Sales manage their teams to hit the metrics they need to support the overall quota.  They achieve consistency by creating a plan and hitting it.

The best sales leaders also instill ownership of these metrics by their reps.  When reps own their metrics, it's a mindset shift that turns them from reactive into proactive businesspeople with a goal and a plan for how to get there. 

Customer Data Platforms Help B2B in the FANG Era

FANGs Are Taking a Bite Out of B2B - Why You Need a Customer Data Platform

ALEX LAATS | Jul 26, 2018
Facebook, Amazon, Netflix and Google (the “FANGs” as dubbed by Jim Cramer of and their brethren have changed consumer behavior forever and now they are taking a bite out of B2B. Go-to-market teams will need to re-invent themselves in the face of this change or risk failure. Read why Customer Data Platforms will enable the transformation of B2B.
Veracode uses Rekener for ABM Campaigns

CA Veracode Uses Rekener to Power Coordinated ABM Campaigns

GREGORY KESHIAN | Jul 24, 2018
Veracode overcame huge data and analytics challenges to find accounts that will turn into needle-moving customers. They did this on the Rekener platform. Using Rekener, Veracode mapped out their true sales motion and found the accounts that are best targets to land and then expand into great customers. Veracode built an Ideal Customer Profile and used it to segment their large account base. They grouped accounts into tiers based on fit, then ran specific marketing and sales plays at these account tiers. This allowed Veracode to get a massive return on sales and marketing by spending resources on the best accounts. And by leveraging the Rekener platform, Veracode accomplished all of this in just weeks, without having to hire an army of analysts or spend hundreds of thousands of dollars to build a BI environment. Read on to find out how they did it.

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