Insights
Practitioner notes on revenue operations and Salesforce: planning, territories, account management and the operating model behind them.
- Salesforce
Account planning in Salesforce: from documents to an operating system
Salesforce ships the objects; it doesn't ship the discipline. What we learned turning native Account Plans into a workspace reps open every morning.
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Annual sales planning, run as an operating process
Most planning cycles fail on sequencing and ownership, not on math. The milestone calendar, the decision rights, and where Salesforce fits.
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Territory design and implementation with Salesforce Enterprise Territory Management
Territory design is a planning discipline; ETM is the machinery that enforces it. How to do both without editing live assignments at 11pm.
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