Speakers: Steve Rutledge | Greg Alexander, SBI



Sales operations is a key component to hitting your revenue growth goal. This means increasing sales efficiency through process, technology, metrics and best practices. This week on the SBI Sales and Marketing Podcast, I spoke with Steve Rutledge. Steve is the senior vice president of global sales operations at Genesys. We invited him to discuss how to develop and execute a sales operations strategy.


During the episode, Steve will answer questions such as:


  • What are the objectives of the sales operations team?
  • What processes are the sales ops team responsible for?
  • How should you leverage technology to increase the productivity of the sales team?
  • What is the difference between sales ops and sales enablement? And how can they work together?


Your sales strategy is not complete without sales ops. And too often, the role of sales ops is corrupted and has become a catch-all. Instead, move your sales team from tactical to strategic through sales ops. To get started, listen to Steve’s insights to understand how to drive revenue through sales operations.


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 >