Ashley Carvalho’s Post

Buyers and sellers are struggling to connect. The sales process is broken. If #RevOps rolls up their sleeves, they can help increase production capacity by giving sales reps access to the signals they need. By supporting the four signals laid out in this article (link in comments), sales reps will be able to prioritize strong opportunities and sales performance will increase. How would you feel if you were able to increase the chances of consistently closing deals?

If your median seller is at 105% of plan did the sales team succeed? It depends. If company revenue is also at 105% than the sales team succeeded and over delivered on their commitment to the business. If the median seller is at 105% and the company missed plan than they failed, but the company overcompensated for that poor performance. One measure is never enough for a complete picture, but it can confirm there is a potential issue that needs to be addressed. #salesops #revops #salestech #revtech #salescompensation

When a deal loses momentum, do your sellers move the opportunity backwards to reflect this? For most, the answer is no. Most times, the deal stays on the stage where it stalled while the seller works hard to get it back on track, not realizing that this corrupts the accuracy of your company’s stage data. Stage procession isn’t right, time in stage looks longer etc.… This is one of many reasons sellers should not be responsible for stage progression. The stage doesn’t matter much to the seller, who already knows where the deal is and what they need to do. As you look at where technology is going to change how your sales team works, one goal should be to stop having the seller manage stages and to progress the stage automatically based on the criteria captured from deal activity. More accurate data for the company, less admin work for the seller. Win, win. #salesops #revops #salestech #revtech

If your channel quoting process is tied to using "portal", your PX has already failed. Understanding your channel sales people - in other words the people you want out selling your products as much as possible... To meet your 1/4ly and annual targets... Do not have time to mess about with another vendor portal just to do their day job. This is critical in developing your PX strategy. I am not saying you dont need a partner portal for other functions but there is no room for one in the context of operational quoting efficiency. You are just wasting your partners precious time. Try this as an experiment - multiply that time required to log on to a portal and get a quote out multiplied by every partner sales person around the globe. Even assuming a great internet connection, it is massive! And if you have competitors in your segment, and they don't require a portal login, they win. Your efficiency starts at your partners. #revops #channelstrategy #PX iasset.com

Sales cycles have slowed, leading companies to look for ways to speed them up. Be careful with how you measure this. If you push sellers to speed this up, they have an easy button to make this happen. Just enter the opportunity later. This creates reduced visibility to the deal, which is a bigger problem. Unless you have an automated creation process, that ensures opportunities are consistently created based on specific qualification criteria, measuring this can create more problems than it solves. Be careful with unintended consequences. #salesops #revops

I'm often told that sales is all about the buyer. Yes, as long as they purchase your solution. The buyer is in control, but it’s not as simple as just giving them what they want. Sales and marketing need to convince buyers to purchase your solution. This is not a passive exercise. It’s an intense, complicated process that requires revenue teams to influence buyers to purchase your solution instead of competitors. Doing this is hard, which is why it's so important to constantly refine and improve your go to market approach. #salesops #revops #revtech #salestech

How often should you forecast? The *real* answer is: it depends. The simple answer is: take your sales cycle as a starting point. Here's what we see works best for our customers. 👇 #salesforecasting #revenueoperations #revops

How often should you forecast? The *real* answer is: it depends. The simple answer is: take your sales cycle as a starting point. Here's what we see works best for our customers. 👇 #salesforecasting #revenueoperations #revops

Hi RevOps colleagues! Quick question: Do you allow your sales stages to move backward? Why or why not? Share your thoughts! 🚀 #RevOps #SalesStrategy #SalesStages

👍2024 is now here, and #sales and #RevOps leaders are shifting their focus to meeting new revenues targets in the new year. Based on what we’ve seen in 2023, sales teams face a range of obstacles when it comes to speed and efficiency in their daily operations. 🔗What are these challenges -- and how can they be met? Check out this post for more details: https://lnkd.in/gVCV7QUh #salesenablement #CPQ