Resources for the Sales Operations Leader

SiriusDecisions’ combination of in-depth research, data, proven frameworks and expertise are unique in the industry. Our models, plus benchmark data gathered from similar organizations, enable sales operations leaders to accurately assess the state of the sales operations function and ensure they are providing the strategic needs required by sales leaders. Explore content for this role below.

  • 2018 State of B-to-B Tech Investment: What Companies Need to Know Now

    2018 State of B-to-B Tech Investment: What Companies Need to Know Now

    In this e-book, we explore the technology investment plans of b-to-b orgs, why they continue to struggle to see a return on their technology investments, and a fundamental shift that is required.

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  • NGA Human Resources Adopts New Sales Compensation Plan and Enables Better Reward of Sales Behavior

    NGA Human Resources Adopts New Sales Compensation Plan and Enables Better Reward of Sales Behavior

    Learn about NGA Human Resources' story of how they redesigned their sales compensation plan to better maintain and attract top sales talent.

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  • Sales Operations Planning Assumptions Guide 2019

    Sales Operations Planning Assumptions Guide 2019

    In this guide, we describe seven planning assumptions that sales operations leaders should incorporate into their planning for 2019 as they seek ways to exploit the AI revolution and other trends.

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  • Comprehensive Guide to Sales Compensation

    Comprehensive Guide to Sales Compensation

    Receive a step-by-step process that guides CSOs and sales operations leaders through the critical components of compensation plan design and assessment, preparing them to become sales comp SMEs.

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  • Check out featured stories from our SiriusStars

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  • The SiriusDecisions Sales Planning Model

    The SiriusDecisions Sales Planning Model

    Drive a cross-organizational sales planning process that reinforces alignment between sales, marketing and product.

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  • Stronger Together: Aligning Sales and Marketing Planning

    Stronger Together: Aligning Sales and Marketing Planning

    We’ve developed an e-book to walk you through the comprehensive steps that sales and marketing must take together to improve aligned planning efforts.

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  • The SiriusDecisions Relative Productivity Framework

    The SiriusDecisions Relative Productivity Framework

    The SiriusDecisions Relative Productivity Framework enables sales operations leaders to direct marketing and sales resources to improve both efficiency and effectiveness.

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  • No Caps! Making Sales and Finance Happy With Compensation Authorizations

    No Caps! Making Sales and Finance Happy With Compensation Authorizations

    Want to make your organization’s sales and finance teams happy? Stop applying caps – and start authorizing high achievement!

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  • The Demand Waterfall: A Modular System to End Chaos

    The Demand Waterfall: A Modular System to End Chaos

    The demand management process often lacks consistency and alignment on key factors. The SiriusDecisions Demand Waterfall is a modular framework designed to bring alignment and consistency to the...

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  • Why Sales Compensation Management Systems Are Critical

    Why Sales Compensation Management Systems Are Critical

    Sales compensation management (SCM) solutions provide real advantages over spreadsheets and homegrown commission management systems due to their affordability, relative ease of use, completeness...

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  • Five Steps to an Annual Sales Force Automation Audit

    Five Steps to an Annual Sales Force Automation Audit

    Analyst Steve Silver recommends conducting an annual five-step audit of your sales force automation system.

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  • Sales Operations is a Force Multiplier

    Sales Operations is a Force Multiplier

    B-to-b sales organizations invest a lot of time, energy and resources in improving sales representative competencies, but often overlook the importance of skills and knowledge in the sales...

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  • Intelligent Growth Playbook: The SiriusDecisions Demand Waterfall® Family

    Intelligent Growth Playbook: The SiriusDecisions Demand Waterfall® Family

    Read this e-book to learn about each member of the Demand Waterfall family and implementation considerations for building a best-in-class demand management process.

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  • SiriusFoundations: Sales Strategy & Operations Webcast Replay

    SiriusFoundations: Sales Strategy & Operations Webcast Replay

    Watch this our foundational session on sales operations for an overview of core SiriusDecisions concepts, frameworks and terminology.

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  • Using the SiriusDecisions Sales Operating Model

    Using the SiriusDecisions Sales Operating Model

    Use a methodical, step-by-step approach to build an effective sales machine.

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  • 2018 Planning Guide for Sales, Marketing and Product Leaders

    2018 Planning Guide for Sales, Marketing and Product Leaders

    Set appropriate goals and jump-start your annual planning for 2018. Download the Planning Guide e-book to learn how to set appropriate growth goals and ensure you have the right resources in place.

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  • The Demand Waterfall®: What Sales Operations Needs to Know

    The Demand Waterfall®: What Sales Operations Needs to Know

    Sales operations leaders are in the unique (and fortunate) role of working across functional boundaries to align with every organization that supports sales – from the executive suite to finance,...

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  • Sales Operations: Six Places to Find Hidden Revenue Opportunities

    Sales Operations: Six Places to Find Hidden Revenue Opportunities

    The most common ways to drive sales revenue are through new logos, cross-sell, upsell and renewal – but sales operations can help uncover additional hidden paths to revenue. High-growth companies...

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  • The Role of Sales and Customer Success in Post-Sale Customer Lifecycle Management Webcast Replay

    The Role of Sales and Customer Success in Post-Sale Customer Lifecycle Management Webcast Replay

    This replay focuses on the SiriusDecisions Customer Lifecycle Framework and discusses the roles, responsibilities and points of alignment for the sales and customer success functions.

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  • Sales Compensation: Should We Use Splits or Team Quotas?

    Sales Compensation: Should We Use Splits or Team Quotas?

    Designing and changing compensation plans inside companies is difficult for sales and sales operations leaders. At SiriusDecisions, we’ve found that the best approach is to anticipate the...

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