Sales operations leaders must drive a cross-organizational sales planning process that reinforces alignment between sales, marketing and product. The SiriusDecisions Sales Planning Model was developed to aid leaders by providing a standardized, repeatable process for developing an annual sales plan that aligns functional groups around shared business objectives and operating plans, defines the sales structure and coverage model, allocates goals to sales units and tracks progress against growth and revenue goals.
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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.
Zellis Adopts New Sales Compensation Plan and Enables Better Reward of Sales Behavior
Learn about the story of NGA Human Resources (now Zellis) of how they redesigned their sales compensation plan to better maintain and attract top sales talent.
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.
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.
Don’t Sideswipe Customers Because of Blind Spots Webcast Replay
Once considered two separate paths, the buyer’s journey and the customer lifecycle are now inextricably linked, and customers expect a unified experience across both.
2019 Planning Assumptions: Sales Operations
In this webcast replay, we share seven planning assumptions to drive the agenda of sales operations leaders in 2019.
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.
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.
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!
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...
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...
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.
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...
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.
SiriusFoundations: Sales Strategy & Operations Webcast Replay
Watch this our foundational session on sales operations for an overview of core SiriusDecisions concepts, frameworks and terminology.
Using the SiriusDecisions Sales Operating Model
Use a methodical, step-by-step approach to build an effective sales machine.
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,...
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...
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.
Sales Compensation: Should We Use Splits or Team Quotas?