Posts by Rowan Tonkin

3 strategies for building an analytics-driven sales organization

Today’s sales environment is being radically transformed by new and disruptive technologies. In a recent webinar, “The future of sales and how big shifts will impact your sales organization,” I joined principal Brandon Kulik and senior manager Simmi Mehta from Deloitte Consulting LLP’s sales force effectiveness practice to discuss key technology disrupters and their consequences…. read more →

The evolution of sales operations: roles, responsibilities, and organizational design

SiriusDecisions, a research and advisory firm that focuses exclusively on business-to-business sales productivity and marketing, studies how sales reps spend their time. In one recent study, the company analyzed how much time sales spent on 39 activities, from responding to internal emails and calling customers to searching for sales content. The results of the study… read more →

5 truths of sales compensation plans

As the vice president of the Alexander Group, a revenue growth consulting firm that designs more than 100 major sales compensation projects a year, and best-selling author, David Cichelli knows firsthand how essential it is for sales leaders to truly understand how sales compensation plans work—especially since about one-third of companies are unhappy with their… read more →

Facilitating cohort analysis in a subscription economy

The subscription-based business model is far from new; newspaper and magazine publishers have been using it for decades. But the subscription economy is spreading to other industries fast, and it’s not just software businesses and entertainment channels that are driving its growth. For example, during the 2017 Major League Baseball season, the St. Louis Cardinals… read more →

Sales operations: Finding ways to work smarter

In a recent webinar, Dana Therrien, Service Director for Sales Operations Strategies at SiriusDecisions, shared a fresh way to look at the tactical and strategic accountabilities of modern sales operations and how to use that knowledge to create a strategy for optimizing resource allocation. Read the recap below, or watch the on-demand recording.Rethinking sales operationsSales… read more →

3 tips for launching your B2B sales analytics program

Companies today are using B2B sales analytics in new and valuable ways. As a strategic consultant to many B2B businesses worldwide, Periscope by McKinsey has seen firsthand how new analytics tools, strategies, and best practices help such businesses achieve and advance their sales revenue goals. By looking at the experiences of others, organizations just beginning… read more →

Intuitive Surgical simplifies complex sales compensation management using the Anaplan platform

Companies today struggle to establish and maintain effective sales compensation programs. One survey by the Alexander Group found that only 20 percent of companies have complete alignment between sales compensation and company objectives. So when a company manages sales compensation well, people sit up and listen. Intuitive Surgical, a U.S. manufacturer of robotic surgical systems… read more →

Marketing attribution explained in 2017

In our recent Marketing Monday video series, we covered a topic that is challenging modern marketers, which is marketing attribution. In this blog, I’ll provide guidance on what attribution is, why it’s important, and where you can get started.What is marketing attribution?Marketing attribution is the process measurement of the value of each touchpoint in a… read more →