Untitled presentation (1)
December 31, 2015

Gluing Together the Sales Process

Today, there’s a tool for everything. Technology is helping us find deals faster, and expediting necessary steps of the sales process so they close quicker. Most of them integrate into your CRM where you can access the information. Even still, you may need to be a Salesforce guru in order to piece it all together and there is no way everyone feels 100% confident that all the technology ties together seamlessly. Sales Stack Glue ...

Blogs & guidebooks, Sales Executives, Sales Operations, Sales Representatives, Sales Tools, TopOPPS Users

December 3, 2015

How To Validate Close Dates

Internally, you are familiar with the Expected Close Date (sometimes simply referred to as Close Date) that sales reps keep updated. Sometimes a sales team can have difficulty keeping these dates accurate; perhaps simply because of the volume of deals occurring, or because predicting the future is hard! ...

Sales Executives, Sales Operations, Sales Representatives, Sales Tools, TopOPPS Users

December 2, 2015

What Is Real Deal Status

Working with sales leaders who struggle with understanding the true state of the deals in their pipeline is an every day occurrence for my team and I.  Many rely on information from their sales reps through phone calls, emails and meetings to gage how individual deals are progressing along combined with hours of digging through CRM data. ...

Blogs & guidebooks, Sales Executives, Sales Operations, TopOPPS Users

November 30, 2015

TopOPPS Forecast Methodologies

TopOPPS' forecasting methodology has a singular, core belief: People are different, and there is no one-size fits all.  We can stop flying blind through the quarter if our forecasts worked for each rep.  ...

Blogs & guidebooks, Sales Executives, Sales Operations, Sales Representatives, Sales Tools, TopOPPS Users

October 2, 2015

Predictive Analytics For A Consistent Sales Process And Consistent Sales Growth

A modern approach to consistency in the sales process. A sure-fire method to extend the sales cycle, add confusion to the forecast, and lose more deals is to have an inconsistent sales process. ...

Blogs & guidebooks, Sales Executives, Sales Operations, Sales Representatives, Sales Tools, TopOPPS Users

June 17, 2014

Driving Productivity Within Your Sales Force

The evolution of Customer Relationship Management (CRM) systems has had a major impact on sales forces across the world.  It’s given companies a place to store knowledge, which in turn gives them the opportunity to deepen customer understanding, grow revenue and improve internal communications.  These are the benefits of CRM. ...

Sales Operations, Sales Tools

June 5, 2014

Recipe for an Accelerated Sales Pipeline (Part 3 of a 3 Part Series)

Overview In the previous two blogs of this three part series, we talked about the importance of aligning the objectives and roles of sales management, sales representatives and sales operations in order to meet the aggressive sales targets set by the Board of Directors and CEO.  The third and final part of this blog series talks about sales operations’ role and the solution they need to implement for ensuring an efficient and effective sales process. ...

Blogs & guidebooks, Sales Operations

May 5, 2014

Sales Ops: The Invisible Hero

Congratulations! Your sales quotas were hit and sales are higher than projected! ...

Blogs & guidebooks, Sales Operations

April 16, 2014

Sales Process Best Practices Part: 2

Stage Naming  Convention This is often the part of a sales process that seems simple but often confuses people.  For example is the stage called “Qualified” or “Qualifying”? Qualified – Means something has already happened. Qualifying - Means you are still going through the process. Following the above concept take a look at the two different sales process naming conventions: ...

Blogs & guidebooks, Sales Operations

April 10, 2014

Sales Process Best Practices Part: 1

Defining a Sales Process “It’s time for your pipeline meeting 1:1 with your manager!” Guess what? Sales managers and sales people hate this equally. It is truly the fingernails on a chalkboard to both parties. It is still a manual, deal by deal discussion between management and sales teams to get a real number. Managers think sales reps are too conservative and sales people think managers over extend them. We are constantly surrounded by this new technology that often does make the sales job easier yet the one thing almost everyone still struggles with is forecasting. ...

Blogs & guidebooks, Sales Operations

  • 1

Subscribe to our newsletter!

Leverage these best practices with automation and AI driven by TopOPPS

Learn how our customers are winning with artificial intelligence in their CRM:

  • Predictive Sales Forecasting
  • Automated Pipeline Management
  • Significantly More Updates from Reps

Watch Videos