How to Find and Use Sales Data

The advent of “big data” has placed pressure on every department in every company to find ways to objectively measure and improve their performance. For sales teams, this means quantifying a notoriously hard-to-measure process. In my last blog post, I explained why sales operations managers must take charge of this initiative. The steps below explain how they can pull it off successfully:
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Sales Ops Must Lead the Charge Toward Data-Driven Sales

Everyone in business is talking about data. According to IBM, 2.5 quintillion bytes of data are created every day. In some industries like advertising and supply chain management, data science has already provided billions of dollars in value and tossed the conventional wisdom overboard in the process. Sales departments have been slower to find valuable data. But the pieces are in place for a data revolution in sales. It’s up to Sales Operations professionals to pull their companies behind them toward data-driven comeuppance.
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How Inside Sales Teams Can Leverage the Human Connection

In the days where sales were negotiated face-to-face, most sales wisdom focused on leveraging personality to establish a rapport with a customer. But in modern sales, technology has largely gotten in the way of good old fashioned people skills. CRM, email automators, even the structure of our teams all make it more difficult to build a human connection with a customer. But the best inside sales teams are finding ways to leverage a human connection in spite of the challenges.

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5 Reasons Why Inside Sales is Taking Over

Inside Sales is quickly becoming the model of choice for modern sales organizations. Half of all sales organizations are either transitioning or have established an Inside Sales model, leading more and more Sales VPs to consider the approach for their own teams. But making the shift can be a daunting task, and no executive worth their salt rushes into such a drastic change without fully researching the reasons to do so. Here are five reasons the movement is catching on:
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7 Steps to Earn Your Sales Operations Blackbelt

If you work in sales operations, you know there’s a big difference between being able to create a basic sales report and having true mastery over your craft. It takes years to be able to call yourself a true sales operations blackbelt, due to the sheer complexity of building, managing and optimizing a full-fledged sales teams. To be the hub of the team, you’ll need to excel at peering through the fog of data as well as manage people with tact. You have many jobs and each one is equally important. Follow the steps below to earn your sales operations blackbelt:

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How to Accurately Calculate Sales Cycle Length

The true sales cycle length is one of the most important metrics in a sales organization. Sales operations professionals pore over sales cycle statistics, looking for the points in which deals slow down or speed through, hoping to find ways to shorten the cycle. The shorter a company’s sales cycle, the faster they earn money. By applying insights gleaned from examination of the sales cycle to various elements of their sales process, a company can increase the efficiency and effectiveness of their sales team. There are a few ways to look at the sales cycle, each with its own pros and cons:
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5 Ways Sales Cycle Length Can Help Your Team

Analysis of sales cycle length is one of the most valuable sources of insight for sales operations. Drilling into how long it takes deals to move through the pipeline, from a lead entering CRM to a signature on the dotted line, can reveal ways to improve a team’s performance as well as ways to increase efficiency internally. But figuring out how to analyze sales cycle length and where to apply the insight within an organization can be difficult. Here are five places you can start:
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How Sales Teams Are Catching the Big Data Wave

MIT’s Erik Brynjolfsson estimates that today, 90 percent of business activity, from communications to marketing to manufacturing, is either created or tracked digitally. He compares this to his estimate that in the 1990s, only about 20 percent of what corporations did could be measured by a digital footprint. This monumental shift is the primary enabler of the “Big Data” trend that has become one of the most hyped concepts in business in recent years.
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The Four Industry Trends Changing Sales

The modern tech boom has produced an enormous amount of change to enterprise business models. Every aspect of the enterprise has been examined and targeted for disruption by start-ups and established titans alike. Some departments like IT, advertising and marketing have been experiencing upheaval for years. But sales organizations have remained mostly unchanged until very recently. For any company that relies on teams of salespeople to drive revenue, there are a number of tectonic shifts occurring that stand to turn the practice on its head.

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