Ensure KAM readiness
Key accounts are extremely important to companies in a sense of revenue growth potential and retention. But before initiating a KAM pilot program, check the organizational readiness. And more specifically your key account structure (at global and regional level) and...
Create a KAM program
Define and implement a value-driven key account management (KAM) program requires a B2B organization significant investment of sales resources. It's also require coordination of multiple customer touchpoints. But It's worth it to do. According to the Harvard Business...
Keep it simple…
Is simple to say. The challenge is to keep your sales process efficient on the long run! That's part of the sales operations job interacting regularly with sales, commercial, delivery and customer success colleagues. Discuss, agree and action the points where a...
Human-machine combination
A book to recommend "reinventing jobs, a 4-step approach for applying automation" from Ravin Jesuthasan & John W. Boudreau. Nearly all sales process optimization projects today are considering more automation and artificial intelligence use (#Einstein). But is it...
Develop, test, adapt and climb
Excellent 5 minutes video and example of #continuousimprovement: product development effort must be ongoing to overcome obstacles and remain competitive. Same mindsets exist in sales and sales operations with a constant need to improve existing processes and...
Forecast best practices
Our topic of the week was on "how to improve your sales forecast" through 1) regular qualification checks assessing customer's urgency, 2) better reporting structure making the information visible to everyone and 3) strong collaboration and exchange of important...