Automated GTM Policies: The Secret to Revenue Efficiency The definition of a policy from Wikipedia states: A policy is a deliberate system of principles to guide decisions and achieve rational outcomes. A policy is a statement of intent and is implemented as a procedure or protocol. What do all of the below have in common? Learn more https://www.fullcast.io/content/automated-gtm-policies-the-secret-to-revenue-efficiency

How to Create a Sales Territory Plan: The Ultimate Guide Sales territory planning is a critical element of sales management and overall sales success. It involves creating defined and balanced sales territories, customizing sales activities to maximize sales potential within each territory, and managing sales performance on an ongoing basis. Learn more https://www.fullcast.io/content/sales-territory-planning

The Secret Weapon for Customer Retention and Growth: Account Routing “Speed to lead” has become a sales mantra. And that’s why lead routing is often the first RevOps process that gets automated. But leads are just one type of object that lives in your CRM. Once a lead progresses, you have accounts, opportunities, cases, etc. For each of the objects, you may have various statuses or stages. Who owns the objects at each stage? Is there a single owner or do multiple roles need to be involved? Role types and statuses and CRM objects aside, remember that the CRM and any related automation should help your organization optimize for the customer experience. One of the most effective ways to improve customer experience is to connect your customers with the right resources at the right time. Learn more https://www.fullcast.io/content/the-secret-weapon-for-customer-retention-and-growth-account-routing

Why It's Time to Go All In On RevOps When I started my career, I was told that there are two types of roles in every organization - roles on the Revenue side and roles on the Cost side. ‍I recall a specific mentor in my early days at Microsoft whose career advice was this: "Whatever you do in your career, make sure to always be on the Revenue side because when things tighten up, companies cut back on anything seen as a Cost." Learn more https://www.fullcast.io/content/why-its-time-to-go-all-in-on-revops

Key Takeaways From Forrester’s 2022 Sales Performance Management Landscape Report Forrester recently released its Sales Performance Management Landscape, Q4 2022. The landscape includes large vendors like Anaplan and Varicent and also up-and-comers like Fullcast. There are many differences between these vendors. Here are some key takeaways from the report Learn More https://www.fullcast.io/content/key-takeaways-from-forresters-2022-sales-performance-management-landscape-report

The urgency of consolidation has only increased over the last year with the end of the “growth at all costs” mentality. Instead, organizations are being challenged to do more with less and tasked with improving the efficiency of their revenue engines. Revenue teams with too many point tools are often highly inefficient and experience these common issues. https://www.fullcast.io/content/consolidate-your-tech-stack-for-revops-efficiency

How to Stop Overpaying Commissions to the Wrong People There is no topic more sensitive than seller commissions. When disputes arise, they are often solved by paying multiple commissions which eat away at a company’s margins. These issues occur for a deceptively simple reason. Learn More https://www.fullcast.io/content/how-to-stop-overpaying-commissions-to-the-wrong-people

7 Business Challenges and their RevOps Solutions How does integrating go-to-market strategy with execution enable a RevOps approach? In order for your GTM strategy to be successful, the same set of assumptions that were made during the planning phase must remain true throughout the execution phase. Learn More https://www.fullcast.io/content/7-business-challenges-and-their-revops-solutions

The Business Case for Territory Management Software Do you need a Territory Management solution? In fact, you can’t live without one. Here’s why. ‍ Sales and Revenue Operations roles have become increasingly strategic and are now tasked with important activities like high-level GTM planning, including territory planning. https://www.fullcast.io/content/the-business-case-for-territory-management-software

5 Reasons to Migrate to a Territory Mapping Software When evaluating business decisions, just as when evaluating health decisions, the risk/benefit analysis is a tried and true approach. Learn More https://www.fullcast.io/content/5-reasons-to-migrate-to-a-territory-mapping-software