On this week’s SBI Video Podcast, we spoke with Todd Doolittle, the head of sales operations at Concentra, a national leader in occupational health. Todd was recently appointed to this role after many successful years in other sales roles. Watch here as Todd shares the keys to success for a newly appointed head of sales operations.


Todd will begin the show by exploring the importance of the first 100 days. He’ll explain how he determined his biggest priorities, and also his biggest challenges. Also, he’ll discuss why it was important to create organizational confidence in the sales ops team right off the bat. He’ll dive into the specific challenges he faced, and how he overcame them as well. Essentially, he will walk our audience through how he was able to make an immediate impact at Concentra.


Next, Todd will tackle a critical issue faced by almost all sales ops leaders – lack of resources. Too often the sales ops budget is very limited, yet the expectations are high. Todd will provide 3 steps to overcoming this obstacle, and share insights on how to get a lot done with minimal resources.


Ultimately, you cannot blow your honeymoon period as a new sales ops leader. Watch as Todd explains how to best set expectations and create results with the sales ops team immediately. If after watching you need more help, download our 10th annual workbook, How to Make Your Number in 2017. It also walks you through how to effectively set up the support the sales team requires to hit their revenue growth objectives.


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.




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