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Compensation (of which sales commission structure is a critical part) plays a highly influential role in driving rep behavior. And it becomes particularly important when reps don’t want to stay around in one company for too long. It takes an average of 3 months for a new seller to interact with buyers, 9 for them…
As a RevOps leader, you know how critical it is to have a clear message that resonates with your ideal customer profile (ICP). It’s a message that you’ve likely spent countless hours refining, testing, and perfecting over the last few years. But what if I told you that the message you thought was working may…
“How hard can you push a client to close a deal?” Sales leaders get asked this question a lot. “Why push at all?” some might answer. If you have clarified the value they’ll get out of your product, they would want to sign up. But you have to be tactical about it. Sometimes customers don’t…
82.6 percent of Chief Sales Officers (CSOs) believe a strong sales tool kit is crucial for driving revenues and achieving sales targets. However, only 29 percent of CSOs are satisfied with what they currently have. 57 percent of sales people fail to meet their sales targets according to CSO insights. Filling such cracks in the existing sales processes and consolidating their…
Yes, the SaaS market is growing. But so are its challenges. The recent wave of tech layoffs has pushed sales cycles to an average of 46 days and renewals to about 60 days. Sales teams are under pressure to deliver growth ‘now’. But how do you crank up sales without a proper framework? Enter High-Velocity…
If you are in revenue operations, you already must have a ton of sales data within your arm’s reach. But which data is most crucial to track and gain insights from? And which numbers, if tracked right, can have an exponential impact on your revenues? You can find an answer to this million dollar question…
Driving the sales pipeline in an organization is like driving a vehicle. You have a goal, a rough map of how to reach your destination, and you want to avoid roadblocks and reach the end-point quickly. However, navigating a sales pipeline without proper visibility is like driving a car through the night without headlights. You…
Michael Parry, Head of SalesOps at Observe.AI recently spoke to Abhijeet Vijayvergiya about the common thread that runs between improving athletes performance and getting reps to close more deals. He also shared his perspective on how revenue leaders can use the power of activity data to create more productive sales teams, and eventually win more…
Revenue leaders are being asked to deliver effective growth results with minimal costs. Re-evaluating their tech stack needs comes as a natural response to this. But a large number of organizations continue to incur a lot of tech debt from their investments. And this deviates them from their goal of achieving sustainable growth. In this…
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