BizOps Blog

The Sales Management Blog With A BizOps Spin

Scorecards for Outbound Sales Reps

Build and Automate Scorecards for Outbound BDRs

GREGORY KESHIAN | Apr 12, 2018
Sales Rep Scorecards are an awesome way to improve sales rep and team performance.  They let you isolate KPI's that drive your business, and track them by rep so you can make sure to coach reps to higher levels of performance. This post is about building a Sales Rep Scorecard for Outbound BDRs / SDRs.
Build great 360 degree customer relationships by blending data from go-to-market systems with Rekener

3 Reasons for Data Blending with Rekener

ALEX LAATS | Apr 09, 2018
With a 360 degree understanding of your customers, you can build great relationships over a long time. Your sales team "lives" in the Salesforce CRM, but Salesforce alone is not sufficient. Here are three big reasons for blending data from your go-to-market systems with Rekener.
5 Salesforce data pitfalls and how companies are using Rekener to get over them.

5 Salesforce Data Pitfalls and How to Get Over Them

ALEX LAATS | Mar 13, 2018

At Rekener, we spend every day helping companies use their data to increase sales velocity. Rekener's BizOps platform finds patterns in data that unlock understanding of what drives sales velocity.  Rekener finds the right leads and contacts to feed to the right sales people at the right time.  Using Rekener, best in class BizOps teams use data to unlock winning strategies and then translate those strategies into action on the sales floor.

Land and Expand Survey

2018 B2B Land & Expand Survey Part 2 - Exploring Best Practices

ALEX LAATS | Mar 06, 2018

In Part 1 of the 2018 B2B Land & Expand Survey Report, we concluded that evaluating Expansion revenue by the 4 distinct Expansion types (Upsell, Cross-sell, Price, Users) helps us identify which teams and approaches make the most sense to generate growth through Expansion.  Here in Part 2, Exploring Best Practices, we address how to put teams and incentives in place to make Expansion revenue happen.

Sales Velocity Equation

7 Thoughts About Sales Velocity

GREGORY KESHIAN | Feb 28, 2018

Many people say that the Sales Velocity Equation is the single best metric to use to determine the effectiveness of sales efforts.  Let’s explore it.

What is sales velocity?  

It’s not that complicated.  You take (opps created x ASP x win rate) and divide by sales cycle.  It measures how much sales volume you’d expect to produce in a given period of time.

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Sales Rep Scorecards

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