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This week on the SBI Sales and Marketing video podcast we're joined by special guest, Dave Howard, to discuss sales operations. Visit bit.ly/SBIreport to follow along at home.
00:44 Introducing Dave Howard, senior VP of sales operations at FIS
01:50 Finding balance in the sales operations role
04:18 Providing sales operations teams with objectives and meeting them
10:45 How Dave constructs his data architecture
13:20 Establishing a unique identifier in your sales strategy
15:36 Creating and using effective dashboards
17:44 Switching from weekly to real-time analytics
22:15 Developing a sales technology stack (buy vs. build)
27:53 The role sales operations plays in quarterly business reviews
29:31 Inter-company dependencies
33:50 The first steps to becoming a well-balanced, strategic sales operations leader.
SBI Sales and Marketing Video Podcast Episode Summary:
The SBI Sales and Marketing video podcast is a weekly dive into sales and marketing strategies featuring advice from some of the top CEOs, CMOs and sales leaders in their industries about how they hit their sales quota year after year. In this video, we use the SBI Revenue Growth Methodology (bit.ly/6stepgrowth) to discuss sales and operations planning and how to build a defined sales ops strategy.
This episode, Dave Howard, senior VP of sales operations at FIS, a Fortune 500 company specializing in global banking and payment solutions, draws on his 15 years of experience in sales and operations planning to discuss how sales operations leaders can set their companies up for success by developing a great sales ops strategy.
Dave talks about the three objectives he sets for his sales ops team and his rock-solid sales operations processes. He also discusses his company’s approach to data architecture, sales analytics, dashboards and technology tools. He then shares insights on how his sales ops team interfaces with the rest of FIS’s 40,000+ employees.
Our conversation, together with the SBI Revenue Growth Methodology’s insights on sales strategy, has everything you need to start opening a sales pipeline with a smart, balanced sales operations strategy.
Ready to Make Your Number?
If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at salesbenchmark....