Sales Operations Strategy How Can It Drives Sales Success with Bill Sexton

How the Right Sales Operations Strategy Drives Sales Success, with Bill Sexton, Episode #48


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What would it mean for your organization to have a streamlined sales operations strategy that puts your sales team in the best position for success? On this episode of #SellingWithSocial, you’ll hear from sales operations expert Bill Sexton. Bill is a sales operations leader with 18+ years of finance and sales and operations planning experience specializing in sales incentive planning, sales forecasting, and sales strategy. He is currently working for Samsung Electronics America building a dynamic sales operations team to support 300+ B2B sales professionals responsible for over $6.0B in revenue. Prior to joining Samsung Bill ran Zebra Technologies’ North America Sales Operations team after Zebra acquired Motorola Solutions’ Enterprise Mobility Division, designing the sales strategy and structure for the newly combined sales force. Don’t miss this episode as Bill provides valuable insight from his years of experience and expertise in sales!

How the right #SalesOperations Strategy Drives #Sales Success w @wasbs79 & @M_3Jr #SellingWithSocial Click To Tweet

This podcast is being brought to you by STAR – The Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange taking place this February 7-9, 2018 in Lake Tahoe, Nevada.

Sales Operation Strategy Bill Sexton

How data can help your sales operations strategy

In what ways can salespeople on the ground utilize data to sell effectively and provide more value to their clients? How does data factor into your sales operations strategy? On this episode of #SellingWithSocial Bill opens up about data and how it can specifically help salespeople in the field. In our conversation, Bill talks about predictive analytics which is the “Who, what, when, where, and why” aspect of sales data. This process starts to put a decision and effect on the application of sales data. Bill says that this usage of the data is important from a salesperson’s perspective as it has the potential to equip them to help their clients make the best-informed decisions. Listen to this episode as Bill shares more about how sales enablement can help your team understand the buyer journey!

Make sure your Sales and Marketing Teams are on the same page!

Did you know that today’s modern buyer is more educated and equipped with more resources than ever before? How has your organization adapted to this new reality? On this episode of #SellingWithSocial, Bill and I discuss the necessity of getting your sales and marketing teams on the same page. The last thing you’d want a prospective buyer to do is to take the information your salesperson gave them and find conflicting information on your website. Bill says that it is vital that the story your salespeople are selling is tied to your company’s website and other branding touchpoints. Don’t neglect this important aspect of content marketing and how it plays in your greater sales operations strategy! Make sure to listen to this episode as Bill reveals additional insights that will help you maintain a competitive edge.

Are #Sales & #Marketing telling the same story? Learn more w @wasbs79 & @M_3Jr #SellingWithSocial Click To Tweet

How Salespeople can use their CRM reports to provide better data.

It’s not a secret that one of the most laborious tasks for the salesperson is filling out their CRM reports. Imagine what it would mean for your sales team if they understood the benefit that their reports can have on providing them with more accurate information to use with their clients. On this episode of #SellingWithSocial, Bill and I discuss the role CRM reports play in the sales enablement process. Bill also touches on win reports and how the data salespeople provide in these reports will eventually be used by artificial intelligence to give a better picture and profile of how salespeople can succeed. You don’t want to miss the fascinating insights that Bill has to share on this episode!

This podcast is being brought to you by STAR – The Sales Team Alpine Retreat: A Frost & Sullivan Executive MindXchange taking place this February 7-9, 2018 in Lake Tahoe, Nevada.

Don’t let automation give you a bad reputation!

Many organizations are embracing automation as a way to streamline their processes and improve efficiency. But what if your use of automation gets in the way of serving your clients and even ends up giving you a bad reputation? As smart as these tools and systems are, it’s always wise to double check and make sure the communications that go out to your clients and potential clients are relevant and accurate. On this episode of #SellingWithSocial, Bill and I go over the use of automation, it benefits, and some of its drawbacks so sellers like you don’t ruin your reputation! Make sure to listen to this episode to hear great insights from Bill and his take on sales operations strategy and much more!

Don’t let #AutomationTools give u a bad rap! Learn more w @wasbs79 & @M_3Jr #SellingWithSocial Click To Tweet

Outline of This Episode

  • [1:15] I introduce my guest, Bill Sexton.
  • [2:20] Bill shares his story, the cliff notes version.
  • [8:20] Is there a division between sales and sales operations? Why?
  • [10:30] How data and analytics can help salespeople make more sales.
  • [16:00] Why Marketing and Sales need to work together.
  • [20:00] What does the sales data say about changes for the modern buyer?
  • [23:30] Where does the data come from?
  • [26:30] Sales teams can work smarter with the right information.
  • [31:30] Why detailed win reports can help your sales team succeed.
  • [36:00] Bill talks about the difficulty of quota setting and using the right metrics.   

Resources Mentioned

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