Speakers: Todd Jones | Greg Alexander, SBI
Vice President of Sales Operations and Enablement demonstrates how to improve the efficiency of the sales team.

Vice President of sales operations


Joining us for today’s show is Todd Jones, an executive sales operations leader who knows how to support aggressive revenue growth. Today’s topic is focused on how Sales Operations improves the efficiency of the sales force. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 Workbook to access a revenue growth methodology to hit your number quarter after quarter, and year after year.


Our guest today is Todd Jones, the Vice President of Sales Operations and Enablement at Renaissance Learning. Renaissance is the leader in the education software space, a SaaS based offering, providing a learning assessment and development platform to the K-12 market education market. Todd is going to demonstrate how to improve the efficiency of the sales team.


Todd is uniquely qualified to speak on this topic of sales operations.  His background spans all aspects of sales, sales operations, enablement, and business management. Todd has more than 25 years of experience in sales operation leadership positions from marquee names within the technology space such as NetApp, QLogic, Symantec and now Renaissance Learning.


Why this topic on this day? Sales ops has become a catch all phrase. The sales ops leader gets assigned all the work no one else wants to do. Often underfunded and understaffed, sales operations leaders fail to deliver a meaningful revenue contribution. Yet, the best growth executives understand that sales ops is the most strategic sales function in the entire company. They understand that when deployed correctly, sales ops can impact revenue growth in a very meaningful way. Do not starve this vital department. If you do you’re going to miss your revenue goal.


Listen as Todd demonstrates how to improve the efficiency of the sales team.  We begin the show discussing the business outcomes a sales operation team needs to deliver.  Todd describes top-line growth and profitability as the number one priorities both within sales operations and the organization at large. The primary objective within sales operations is focusing on the skills development, the sales effectiveness, and ultimately driving the productivity and capacity of selling resources.


Todd shares, “Sales operations often can be what I would categorize as the dumping ground for all things that need to be addressed, or challenges within the organization. As I entered the function here at Renaissance, I think as important as it is to understand what we will do, equally important to understand what we will not do to avoid becoming that dumping ground.” The strategic areas of focus for any best-in-class sales operations organization are really quite simple.


  • Focus on the re-engineering alignment design of core sales processes, the system capabilities, and automation tools that align in support of those processes.
  • Define a clear business management process and operational cadence that supports the objectives of the organization. The business management process covers how we operate, how we function as a sales organization, how we lead, inspect, and deliver on those commitments to the company.
  • Ensure the coverage model and compensation plan for the sellers to take to market and manage their book of business are clear, well-defined, and aligned across the company.


Listen as Todd describes his forecasting process.  It’s tight and stage-gated. If you’re struggling with forecasting accuracy, make sure to take notes while you listen to what Todd shares about his process and you’ll receive tremendous value.


For your next QBR, bring your sales leadership team to come see us in Dallas at The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio typically results in getting three months of work done in three days. The immersive sessions accelerate everything, dramatically reducing the time it takes to diagnose a problem, develop a solution, and create an implementation plan.


The Studio Executive Briefing Center




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 >