article | March 10, 2013
Break Through the Clutter and Prioritize Your Work
It doesn’t have to be this way. Top performing Sales Ops professionals break through the clutter. They prioritize their efforts to most effectively help sales make the number. They follow a sequence that builds on strategy focused on the customer.
Download the Project Priority Grader Here.
Many Sales Ops leaders tell us there’s not enough time or resources to do it all. But that doesn’t stop the requests from coming in. You’re looking for an answer to one question: How important is this project compared to everything else?
To answer this, view all your requests through four criteria:
If the request came directly from the CEO it probably goes to the top of the list. If it came from the CSO, it also carries a high priority. Assign each requestor – including you – a priority level.
For example, on a scale of 1-5, your boss and the CEO should rank as a 5. Give yourself a priority of 4. Give your peers reporting to the CSO a range of 2-4. Assign the peer priority based on items such as:
Aligning Your Projects
Your efforts should be aligned to the sales strategy. Your strategy is all about targeting your ideal customers and aligning with their buying process.
Assume an RVP has asked for a new report regarding his team’s completion of recent training. Does the report help him gauge how they are doing against the strategy? If the training doesn’t link to getting or growing ideal customers, score it low on “Strategic Alignment”. If it helped sales understand the buyer process and lead to more deals, score it high on “Buying Process Alignment”
Sequencing Your Projects
Your boss has asked you to design a compensation SPIFF’s for next quarter. The SPIFF is for new product revenue targeted to a new vertical. The project requires a lot of data crunching to estimate payout scenarios and ROI.
First, ask yourself what the reps need to know. Do they know much about this new vertical? Who should they approach? Why would the prospect care? If they don’t know what they need to execute, the SPIFF will be a flop.
Sequencing your projects is like building a new deck on your house. Without solid footers in the ground, the top of the deck will never be stable. A clear understanding of who you’re targeting and why is needed before you determine how.
Look here for more details on how to sequence your sales enablement projects.
There are many factors that influence the priority a project can have. I’m not suggesting that you dictate all priorities to all requestors. But here are some additional tips:
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