Sales leaders and sales ops leaders must have a true partnership. Because without the support of a sales ops strategy, the sales team will miss their goal.

 

Click here to watch how Dave Howard has successfully done this at FIS. FIS has more than 55,000 employees and serves more than 20,000 clients. Dave is the Senior Vice President of Sales Operations and has been there for over 15 years.

 

During this interview, Dave will address how to avoid common missteps made by sales ops leaders. Too frequently the role of sales ops becomes corrupted. And the expectations are not clearly defined. It becomes a “catch-all” position, with the leader wearing many hats. 

 

Dave will discuss how he sets objectives for the sales team, and how to use a sales ops charter. He’ll cover data. Specifically the architecture, analytics, and dashboards sales ops leaders should be using. And finally he will overview items like technology, QBRS, and relationships with other departments. 

 

Without a well thought out and executed sales ops strategy, revenue goals will be missed. To avoid this watch how one of your peers has been successful. He has built a sales ops strategy and a true partnership with his peers.  

 

ABOUT THE AUTHOR

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.
Learn more about Greg Alexander >

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.

 

Video:

 

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.

 

Articles

 

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 >