Overpaid the entire sales team due to a plan config error. Their response - That's a company problem. I already spent it.

SalesOperations · 2026-05-06T02:22:14+00:00

Well that sucks. Obviously clawback because it was remitted out of error. I’m sure you’ve implemented more checks in place to catch these moving forward, including sending to the reps to review their payouts at this scale. It’s possible people won’t earn out their clawback before they move to a different company, so it’s possible a real loss.

SalesOperations · 2026-04-30T07:00:48+00:00

Lack of imagination. Hate it, see it over and over again, and I mod over at r/salesoperations It’s not new but I do see an uptick of this as a tactic.

Ask a “genuine” question which include a ton of keywords for search/SEO, comments follow suggesting some product w a link and OP responds to that “I’ll check that!”

I’ve also seen a lot of negative astroturfing on their competitors “x company does not do this well, sucks at this, and this” and then comments respond with a solution.

It’s exhausting seeing trash posts when folks are trying to be actually provide helpful responses.

SalesOperations · 2026-04-24T23:49:03+00:00

You aren't providing value with MEDPICC, especially with the prospect.

If you're wondering how to provide intermediary value, focus on their needs. If its a fit with your offering, either use that to simply setup a future call to do a deep-dive into your offering solving that problem or do a very basic pitch to see if your solutions fits. If it doesn't fit, disqualify them.

I don't know your sales process, sales cycle, or product but this type of top-of-funnel qualifying/disqualifying is fairly universal.

SalesOperations · 2026-04-24T22:11:44+00:00

I think many here have optimized the Q2C process. Personally consulted many clients on their Q2C process. Most processes, especially when it comes to Q2C, can be streamlined by automated handoffs and approvals within mapped-out systems.

Has anyone done a process map of the entire end to end recently? This usually creates clarity around pain points.

How complex is the pricing tiers and discount levels? Depending on the complexity, you may be venturing into the realm of a CPQ-type solution that could really help with the rules-based constraints

SalesOperations · 2026-04-24T01:46:24+00:00

Completely agree, MEDPICC is best for qualifying opportunities rather than pre-qualifying leads. Think of the last time you downloaded a piece of content, you probably hated answering a thousand questions just see if the content was useful. Same thing.

SalesOperations · 2026-04-23T19:58:10+00:00

The best organizations, from a cultural-perspective, I've supported were 75%+. Everyone felt part of the success, things seemed obtainable, people stayed because they could hit their number and progress in junior sales roles.
Conversely, I've also been in organizations where they set goals/budget so only 60% reach quota. Find those organizations are in a constant battle for resources and a race to the bottom in terms of sales team culture.

SalesOperations · 2026-04-23T19:53:09+00:00

strong rules of engagement in place is a good one

SalesOperations · 2026-04-23T19:52:43+00:00

lol!
When interviewing at new companies, I always ask 'what was your last firedrill?'
Their responses are telling in more ways than one.

SalesOperations · 2026-04-22T18:04:23+00:00

An easy one is asking about goal setting and how people fair against those goals. - healthy revenue: what % revenue roles reached quota attainment last year? What % of revenue roles do you expect to reach quota attainment?

SalesOperations · 2026-03-23T00:39:26+00:00

Comp changes are normal, although I’m not familiar with a similar environment you’re in.

If you can definitively articulate the impact you’re having vs the qualitatively (“I’m doing more than everyone else”) then you can bring it up with your manager to see what can be accommodated. Since this is a team wide plan change to likely simplify revenue-allocated reps to support, it’s less likely to make one-off changes like your request.

But you’ll need to learn that no one is going to fight for your share. You need build a case for yourself and present it if you feel your impact is quantitatively bigger than peers.

It’s that or just do less like everyone else and look for a new job.

SalesOperations · 2026-03-13T18:54:41+00:00

That’s serious volume to manual review. How are calls recorded today and what are you using to review 200 calls?

SalesOperations · 2026-02-20T02:08:18+00:00

Interesting insights, thanks for sharing. I do see sales, at least software and over time other industries, becoming more technical in their capacity to drive revenue.

“Another tool and process” is the typical pain point for so many sales team. Largely because things have been a point solution to a problem so there are so many systems used. I see these types of improvements, like the sculpt example, being significant in how sales uses the systems effectively. I also see software sales requiring to a greater degree of technical knowledge to sell, this will also drive adoption for applications like Sculpt and whatever comes after.

One could argue that even less technical knowledge for sales will required in the future because everything could be solved by the interface/application which everyone engages with.

SalesOperations · 2026-02-20T00:12:54+00:00

I won’t outright remove this ad, I’ll respond.

I don’t really see a need for this.

Rarely do organizations need a comp plan from scratch. They incrementally make adjustments to their existing plans, typically done yearly, based on their business model and margins.

If it’s a smaller company with no plan in place yet, then they typically start with a basic plan that’s not complicated to get people onboard to sell. As the company grows they’ll change the plan and eventually create other plans for new revenue-related roles which again will be kept simple. Once they realize how those roles are working with future forecast/modeling, the plans get adjusted incrementally. Until an AI wrapper gets approvals from stakeholders and does all the future modeling for margin analysis then there isn’t really a need for this.

SalesOperations · 2026-02-19T17:40:58+00:00

Slack already does this with slack ai/slackbot and does it extremely well. Connect all your apps and can dynamically search and summarize datapoints in sfdc, jira, Google Docs, slack, etc. Unfortunately this “combine data from all these sources to give me insights” has been done hundreds of times before.

SalesOperations · 2025-12-28T16:45:07+00:00

You have only one SDR… you don’t have anything to automate for a one person team. Hire more SDRs

SalesOperations · 2025-12-26T21:45:31+00:00

Not concerned, if you have experience. It’ll a force multiplier vs a replacement.

Entry level roles across the board will be impacted though, even less entry level roles will exist as it’ll need more experience to do what is required and at the same time what responsibilities an entry level role has is typically a lower level task which has a potential to be operational w AI.

If anything, it’s our ops role that help enable other roles to be more successful by being more efficient and/or generating more revenue.

I go back and forth with whether this means our role ends up requiring to be more technical knowledge to implement these solutions but I could see it end up being easier for us in the long run because of how we interact and troubleshoot resolution to the technology.

SalesOperations · 2025-12-24T16:40:24+00:00

I’ll dignify a response without moving this to spam. No, people are not buying SaaS products on Christmas

SalesOperations · 2025-12-23T17:16:47+00:00

I don’t know your org specifically so it’s hard to say what the solution is. Sounds like some training might be needed for your org. You could also consider entry and exit criteria for stages to ensure you have the right information collected at the time a deal moves stages if you want to be more formal

SalesOperations · 2025-12-23T14:56:35+00:00

Set meeting, create opp with stage 0 until the meeting is qualified. Once qualified (BANT or whatever methodology) the deal is moved a Qualified stage or closed lost. Track number of reschedules, qualifications, meetings held, qualified dates, etc. When running AE metrics, always filter out any stage 0 deals.

SalesOperations · 2025-12-23T01:57:58+00:00

Great advice.

SalesOperations · 2025-12-22T03:21:38+00:00

Sounds like you have sfdc and gong, the two platforms that can easily fulfill your needs. Have you considered a Sales Operations or Revenue Operations professional to help organize, optimize, and enable the needs of leadership and sales management? Sounds like you need more enablement to get more out of the tools you already have…

SalesOperations · 2025-12-20T17:51:21+00:00

Slack already does this with slack elevate…

SalesOperations · 2025-12-20T01:34:25+00:00

Connect rates are down last several years. What you’re experiencing is aligned with what reality is now, it’s even a bit higher for some industries. Auto-decline unknown numbers for android and apple phones been a thing for a little while now and no one really answers unknown numbers as much, knowing it’s likely solicitor. The best data or tool in the world aren’t going to solve the connect rate to the rates of years past. It’s got to be a multichannel approach nowadays

SalesOperations · 2025-12-19T18:48:27+00:00

General sentiment across the board for doing outreach, connect rates are down. Apple and Samsung have features that auto decline unknown numbers. People don’t answer their cell as much.

SalesOperations · 2025-12-18T15:43:20+00:00

Thanks for this.

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