Speakers: Todd Doolittle | Greg Alexander, SBI



The role of sales operations has become mission critical for many companies in the last few years. As a result, many sales ops leaders have been in the job for one year or less. SBI’s Sales and Marketing Podcast recently spoke with Todd Doolittle, the recently appointed head of sales ops at Concentra, a leader in occupational health. The topic of conversation was the challenges and opportunities faced by sales ops leaders in those critical first few months.


As Todd ramps up in his new role and responsibilities, he was able to provide valuable advice to other new sales ops leaders. During the interview, Todd will answer key questions such as:


  • As a new sales operations leader, what were your biggest struggles in the first 100 days?
  • How did you prioritize what the sales ops team should do first, and why?
  • How can sales ops leaders get a lot done with their headcount and modest budget?
  • As a sales ops leader, how do you deal with unrealistic expectations and timelines?
  • When is it ok for the sales ops team to say no, and how can you do so without taking a political hit?


Sales ops is a key piece to every organization’s sales strategy. And as a new sales ops leader, you cannot blow your honeymoon period. It is your best chance to set the tone of how the sales operations department will be viewed inside the organization. Listen to Todd’s insights on how to elevate the sales ops team from a tactical contributor to a strategic differentiator. He will explain how he helps the organization accelerate its rate of revenue growth. And he will demonstrate how he partners with his sales leader. Our audience can benefit from Todd’s experience and make the most of their new role.


Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.


A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.


Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.




Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.


What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.


What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >