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.

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 >