Greg Alexander, CEO of SBI, joined by Steve Rutledge, senior vice president of global sales operations at Genesys to discuss how to develop and execute a sales operations strategy. http://bit.ly/GoSBI.

0:20 Show Introduction
1:08 Topic of discussion, developing a sales operations strategy
1:57 Defining the objectives of the sales ops team
3:18 Understanding the internal processes sales ops should be responsible for
7:48 The major obstacles faced by sales operations leaders
12:50 The continuum of analytics, from descriptive analytics to predictive analytics
15:34 The data architecture used by the sales ops team
18:30 Determining which technologies and tools best enable the sales ops strategy
25:25 The differences between sales ops and sales enablement
34:20 Practical advice for other sales ops leaders in order to develop and execute their strategy

SBI TV Summary

In the first segment Steve will explain how he establishes objectives, and uses internal process in order to help executives make key decisions based on data. He will also discuss the biggest obstacles faced by sales ops leaders when it comes to supporting the sales strategy.

In the second segment, we tackle 3 subjects dear to every sales ops leader’s hearts: analytics, data and technology.

In the third segment, Steve will explain his views on the differences between operations and sales enablement. And how the two should work together.

We then wrap up the show with the takeaway value for our audience when it comes to developing a sales operations strategy.

Ready to Make Your Number?

We like to keep it simple here at SBI. If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/conta....