The Sales and Rev Ops Effect

The Sales Ops Effect is a podcast dedicated to driving predictable growth in small to medium-sized businesses through effective sales operations. Hosted by an experienced sales operations expert, the podcast dives deep into the metrics and strategies that enable sustainable business growth. Welcome to The Sales Ops Effect Podcast!In this episode Key Metric: Closed Won trend  (S4, Ep 15),  Charlene dives into the essential "Closed-Won" metric, a cornerstone for driving predictable growth and establishing successful client relationships. Charlene emphasizes the importance of a legally binding agreement as the true definition of a closed deal, cautioning against the pitfalls of premature celebrations. She explains how tracking trends in Closed-Won can reveal seasonal fluctuations and set realistic expectations, helping your team stay grounded in reality. Charlene also offers actionable insights on how to break down this crucial metric by opportunity type, services, and industry. This approach allows for a more nuanced understanding of your business's performance, uncovering growth opportunities and potential challenges across different sectors.Whether you’re in sales, leadership, or operations, this episode is packed with strategies to help you analyze Closed-Won trends effectively and use this data to inform your growth strategies. Don’t miss out on this deep dive into one of the most critical metrics in sales operations .Book Your 30-min Consultation Call Achieve sales growth with clarity, not guesswork.https://soet.salesopseffect.com/30minappt Gain invaluable perspectives and strategies to elevate your sales game and drive sustainable growth in your business. #SalesOpsEffect #Accountability #Leadership #BusinessStrategy #SelfDevelopment #Podcast

Welcome back to the Sales Ops Effect Podcast! In today’s episode,Leadership: Bigger Sales - Keys to Growth with Andy Coghlan and Jancis Dunn In today's episode, we discuss the vital role of effective leadership in achieving sales growth. Our team explores the importance of sales leaders recognizing and leveraging the unique strengths of each team member to enhance overall performance. We also tackle the common challenges sales leaders face when managing diverse teams, particularly when they’re unfamiliar with each individual’s skills and strengths. From essential mindset shifts to help leaders foster individual and team growth, to the pitfalls of promoting sales directors without the right coaching or training, we cover it all. Lastly, we discuss the need for flexibility in creating roles that meet the unique needs of the business and empower employees to thrive. Join us for this candid conversation as we share real-world insights and actionable strategies that can transform your approach to sales leadership. The Sales Ops Effect—your go-to for unlocking the potential of your sales team. Let's connect on LinkedIn! Follow my profile to stay updated with insights, tips, and discussions on sales operations and business growth. Looking forward to networking with you all!⁠ @Charlene Thompson MAPM⁠ https://salesopseffect.com/library ⁠ - ⁠Visit the SOET Library ⁠⁠⁠⁠offering an exclusive glimpse into transformative insights that can reshape your approach to sales operations. Tailored for small business owners and sales professionals managing their operations, these resource provides practical solutions. #salesopseffect #businessgrowth #salesstrategy #revenueforecasting #smallbusiness #podcast

Welcome back to the Sales Ops Effect Podcast! In today’s episode,LinkedIn Lead Generation with Petra Fisher (S4, Ep 31) In this episode of Sales Ops Effect, host Charlene Thompson sits down with LinkedIn lead generation expert Petra Fisher to dive deep into the world of authentic content and engagement. Petra shares her journey from social work to social media, explaining why LinkedIn became her platform of choice and offering insights into how professionals can bring a human touch to their digital presence. They discuss the challenge of creating engaging LinkedIn posts and the importance of showing up authentically—whether you’re writing, posting videos, or simply commenting. Petra provides actionable advice on balancing consistency with authenticity and highlights how even small interactions, like thoughtful comments, can position you as a go-to expert without the pressure of self-promotion. Tune in to learn how to make LinkedIn work for you and foster genuine connections in a way that aligns with who you are! Let's connect on LinkedIn! Follow my profile to stay updated with insights, tips, and discussions on sales operations and business growth. Looking forward to networking with you all!⁠ @Charlene Thompson MAPM⁠ ⁠⁠"1:1 Direction Call Example Q&A," ⁠⁠⁠offering an exclusive glimpse into transformative insights that can reshape your approach to sales. Tailored for small business owners and sales professionals managing their operations, this resource provides practical Q&A sessions highlighting effective strategies and illuminating the bigger picture of sales success. #SalesOpsEffect #BusinessGrowth #SalesStrategy #RevenueForecasting #SmallBusiness #Podcastuk

Welcome back to the Sales Ops Effect Podcast!  Episode - Networking with Ina Jeffrey, S4, Ep21 Charlene and Ina discussed the changes in networking patterns before and after the pandemic, the challenges and considerations of face-to-face versus virtual events, and the importance of finding networking events that align with individual preferences. They also shared their experiences with attending networking events, both in-person and online, and the role of networking in their business strategies. Lastly, they discussed their networking and event preferences, emphasizing the importance of authenticity and building resiliency through online events. Book Your 30-min Consultation CallAchieve sales growth with clarity, not guesswork. -  https://soet.salesopseffect.com/30minappt Gain invaluable perspectives and strategies to elevate your sales game and drive sustainable growth in your business. Let's connect on LinkedIn! Follow my profile to stay updated with insights, tips, and discussions on sales operations and business growth. Looking forward to networking with you all!⁠ @Charlene Thompson MAPM⁠ #SalesOpsEffect #BusinessGrowth #SalesStrategy #RevenueForecasting #SmallBusiness #Podcast

Accountability with Kirsty Carr (S4, Ep 13) Welcome to the Sales Ops Effect podcast!In this episode, Charlene and Kirsty Carr, a seasoned business strategist with 18 years of experience, delve deep into the topic of accountability in leadership. They explore how accountability extends beyond mere task management, emphasizing its role in personal and professional growth.Kirsty highlights the importance of empathy and self-awareness in effective leadership, urging listeners to embrace their unique rhythms and prioritize self-development. Their conversation challenges conventional views on accountability, offering insights into fostering a culture of trust and intentionality within organizations.Join us as we uncover actionable strategies to enhance leadership skills and drive sustainable business practices. Plus, don't miss the opportunity to take Kirsty Carr’s Business Quiz SmallTweaksforBigLeaps Take Kirsty Carr’s Business Quiz to discover the gaps in your business and gain a clear direction for improvement. Just answer 21 questions, and we'll send you a personalised report.SmallTweaksforBigLeaps Introducing our new video guide, "1:1 Direction Call Example Q&A," offering an exclusive glimpse into transformative insights that can reshape your approach to sales. Tailored for small business owners and sales professionals managing their operations, this resource provides practical Q&A sessions that highlight effective strategies and illuminate the bigger picture of sales success. Gain invaluable perspectives and strategies to elevate your sales game and drive sustainable growth in your business. #SalesOpsEffect #Accountability #Leadership #BusinessStrategy #SelfDevelopment #Podcast

Welcome back to the Sales Ops Effect Podcast! In today's episode, “Behind the Scenes Part 2 - Goal Planning” In our previous episode, we explored my shift from offering courses to focusing on services. While my courses are still available, I'm prioritizing services to deliver more impactful results for more people. In this episode, I'll dive into my planning process, discussing the numbers and goals that drive my business strategy. We'll touch on the importance of having a CRM (Client Relationship Management system) and how it's not just a digital filing cabinet. When used correctly, a CRM can provide live insights into your business through reports and dashboards, highlighting both leading and lagging indicators. We'll cover: The necessity of a CRM for effective business management How to set up and utilize reports and dashboards The difference between revenue (lagging indicator) and metrics like new opportunities (leading indicators). And much more! Join me as we continue to unpack the strategies behind successful business management. Your feedback is invaluable—share your thoughts on goal planning and win rate calculations. And don't forget to check out our other episodes for more tips and tricks to elevate your business. See you next time! View my NEW Services Introducing our new video guide,⁠ "1:1 Direction Call Example Q&A," ⁠offering an exclusive glimpse into transformative insights that can reshape your approach to sales. Tailored for small business owners and sales professionals managing their operations, this resource provides practical Q&A sessions that highlight effective strategies and illuminate the bigger picture of sales success. Gain invaluable perspectives and strategies to elevate your sales game and drive sustainable growth in your business. #SalesOpsEffect #BusinessGrowth #SalesStrategy #RevenueForecasting #SmallBusiness #Podcast

Welcome back to the Sales Ops Effect Podcast! In today's episode, “Behind the Scenes Part 1 - Services” Charlene takes us behind the scenes of her recent business developments and future plans, focusing on expanding her services to small and medium-sized businesses. Join us for a candid discussion about the real challenges and solutions in sales operations, as Charlene explains the nuances of her services, from small group accountability sessions to comprehensive one-on-one programs. Learn how to stabilize your business operations to foster growth, understand your data to make informed decisions, and build a solid foundation for long-term success. View my NEW ServicesIntroducing our new video guide,⁠ "1:1 Direction Call Example Q&A," ⁠offering an exclusive glimpse into transformative insights that can reshape your approach to sales. Tailored for small business owners and sales professionals managing their operations, this resource provides practical Q&A sessions highlighting effective strategies and illuminating the bigger picture of sales success. Gain invaluable perspectives and strategies to elevate your sales game and drive sustainable growth in your business. #SalesOpsEffect #BusinessGrowth #SalesStrategy #RevenueForecasting #SmallBusiness #Podcast

Welcome back to the Sales Ops Effect Podcast!In today's episode, “Body work with Paula James" We shift our focus to the critical aspects of physical well-being in the workplace. Paula James, a highly respected movement specialist with over two decades of global teaching experience, joins us to explore practical strategies aimed at combating the prevalent exhaustion often encountered in office environments. Paula shares actionable self-care techniques that not only reduce physical strain but also enhance focus and promote better interpersonal connections throughout your workday. By implementing these strategies, you'll reclaim vital energy, allowing you to fully enjoy your evenings and weekends. Join us as we uncover how integrating these practices can lead to significant improvements in workplace efficiency and overall job satisfaction. This is the Sales Ops Effect, where we empower small to medium-sized businesses with actionable insights for sustainable growth and a healthier, more productive workforce. Introducing our new video guide, "1:1 Direction Call Example Q&A," offering an exclusive glimpse into transformative insights that can reshape your approach to sales. Tailored for small business owners and sales professionals managing their operations, this resource provides practical Q&A sessions that highlight effective strategies and illuminate the bigger picture of sales success. Gain invaluable perspectives and strategies to elevate your sales game and drive sustainable growth in your business. #SalesOpsEffect #PhysicalWellbeing #WorkplaceEfficiency #SelfCare #Productivity #Podcast

Welcome to the Sales Ops Effect podcast! In this episode, we dive deep into the final stage of the sales process: the close stage. This crucial phase is multifaceted, often encompassing two or three sub-stages. We'll break down the intricacies of closing a deal, exploring: Close Lost Common reasons for losing deals, such as competition, in-house decisions, and changes of heart. The importance of recording why deals are lost to gather valuable insights for future strategies. Close Won The significance of securing a signature to officially close a deal. The pitfalls of premature celebrations and the organizational confusion they can cause. A real-life example of how prematurely announcing a deal led to internal misinformation. Close Not Qualified Defining and differentiating deals disqualified during the qualification or development stages. The purpose of this classification in providing clarity on deals not pursued due to a lack of fit or capability. We'll also discuss the importance of data-driven decision-making, the role of CRM systems like Salesforce and HubSpot, and the necessity of maintaining integrity in sales reporting to prevent future complications.Thank you for joining us today! If you have any questions or comments, please let us know. See you next week! Introducing our new video guide, "1:1 Direction Call Example Q&A,"  offering an exclusive glimpse into transformative insights that can reshape your approach to sales. Tailored for small business owners and sales professionals managing their operations, this resource provides practical Q&A sessions that highlight effective strategies and illuminate the bigger picture of sales success. Gain invaluable perspectives and strategies to elevate your sales game and drive sustainable growth in your business. #SalesOpsEffect #SalesStages #CloseStage #DataDrivenDecisions #CRM #SalesForce #HubSpot #HonestReporting #Podcast

Welcome back to Season 4, Episode 7 of the Sales Ops Effect Podcast! In today's episode, "Sales Stages: Negotiation," Charlene leads us through the intricate world of negotiation within the sales process. In the fast-paced realm of sales, negotiation often stands as a pivotal stage, where deals are won or lost. Charlene advocates for separating negotiation from other stages to gain a clearer understanding of timeframes and potential roadblocks. She shares insights into how this separation can streamline processes and expedite deals. Drawing from her extensive experience, Charlene underscores the importance of efficient negotiation techniques and the need for proactive communication. By identifying and addressing client needs early on, sales professionals can navigate negotiations more effectively, ultimately leading to better outcomes. Charlene also introduces a valuable new resource she created: a guide featuring examples and answers to frequently asked questions from her one-to-one direction calls. This freebie is designed to help you navigate common challenges and improve your sales process. https://soet.salesopseffect.com/1to1examplevid #SalesOpsEffect #SalesStages #Negotiation #SalesStrategy #SalesManagement #SalesCycle #Podcast #Season4 #EffectiveCommunication #SalesSuccessveed.io

Welcome to Season 4, Episode 6 of the Sales Ops Effect Podcast! In this episode, “Sales Stages: Propose” Charlene delves into the proposed stage of the sales process. She highlights the importance of thorough checks, correct system usage, and keeping the operations and delivery team informed about the sales process, especially in small organizations. Charlene explains how separating the proposal stage from the negotiation stage can help ensure accuracy and prevent errors. She emphasizes the need for reliable communication channels to avoid misunderstandings and underscores the importance of using language that best suits your business. Charlene also introduces a valuable new resource she created: a guide featuring examples and answers to frequently asked questions from her one-to-one direction calls. This freebie is designed to help you navigate common challenges and improve your sales process. Access the Freebie - 1:1 Direction Call Your Q&As Answered - https://salesopseffect.com/library #SalesOpsEffect #SalesStages #ProposalPreparation #SalesStrategy #SalesManagement #SalesCycle #Podcast #Season4 #ClearCommunication #SalesEfficiency

Sales Stages: Deal Review (S4, Ep 5) Welcome to Season 4, Episode 4 of the Sales Ops Effect Podcast! In this episode, "Sales Stages: Deal Review," Charlene dives into the validation stage of the sales process, also known as the deal review stage. She explains why this stage is crucial, especially for new sales teams and deals that deviate from the norm. Charlene discusses the importance of ensuring deals are a strategic fit and why validation should happen before closing a deal to avoid issues like underselling. She offers practical advice on how to implement an efficient validation process, including using checklists and setting regular review times. Tune in to learn how to streamline your sales process, maintain business integrity, and ensure your deals align with your company’s strategic goals. Don't miss out—grab your copy of our Six Level Maturity Guide to further enhance your sales operations. Join us next week as we explore the proposal stage. Subscribe now and never miss an episode!#SalesOpsEffect #SalesStages #DealReview #ValidationStage #SalesStrategy #SalesManagement #SalesCycle #Podcast #Season4 #StrategicFit #SalesEfficiency

Sales with Simon Severino (S4, Ep 4) In this episode, host Charlene Thompson engages in an insightful conversation with Simon Severino, a seasoned business growth expert with 21 years of experience. Simon, the author of *Strategy Sprints*, shares his journey from practitioner to author, detailing how he compiled practical blueprints and strategies to help businesses thrive in the digital age. Join Charlene and Simon as they delve into the intricacies of growing a digital business, focusing on small teams and B2B high-ticket sales. Simon offers invaluable advice on structuring sales operations, hiring effectively, and creating a culture of opportunity within your sales team. Whether you're a solopreneur, an SME, or looking to scale your business to new heights, Simon's practical tips and real-world insights will guide you towards success. Tune in to learn how to streamline your sales process, maintain business integrity, and ensure your deals align with your company’s strategic goals. Don't miss out—grab your copy of our Six Level Maturity Guide to further enhance your sales operations at www.salesopseffect.com Join us next week as we explore the Sales Stages: Deal Review #SalesOpsEffect #BusinessGrowth #StrategySprints #SalesOperations #SalesStrategy #Podcast #Season4 #B2BSales #SalesEfficiency #DigitalBusiness

Episode Title: Sales Stages - Develop (S4, Ep 3) Welcome to Season 4, Episode 3 of the Sales Ops Effect Podcast! In this episode, "Sales Stages: Develop," Charlene explores the second stage of the sales process—Develop. Building on the qualifying stage, she discusses how salespeople move forward with potential clients, deepening their understanding of the client's budget, timeline, and specific needs. Charlene emphasizes the importance of involving subject matter experts, when appropriate, and ensuring sales teams have the necessary marketing materials. She also highlights the strategic fit of potential clients and the significance of focusing on what the client truly needs.Tune in and learn how to navigate effectively to boost your business success. Don't forget to subscribe, leave your questions in the comments, or email Charlene at hello@salesopseffect.com. Follow Charlene Thompson on LinkedIn for more updates or Instagram / TikTok @Salesopseffect Don’t miss out—grab your copy of our Six Level Maturity Guide to further enhance your sales operations. Join us next week as we dive into the validation stage. Subscribe now and never miss an episode! #SalesOpsEffect #SalesStages #DevelopStage #SalesStrategy #SalesManagement #SalesCycle #Podcast #Season4 #ClientEngagement #SalesEfficiency

Episode Title: Sales Stages - Qualify (S4, Ep 2) Welcome to Season 4, Episode 2 of the Sales Ops Effect Podcast! In this episode, "Sales Stages - Qualify," host Charlene delves into the essential qualifying stage of the sales process. Learn why this stage is crucial for salespeople to decide whether to invest more time in potential clients.Charlene discusses the importance of quickly determining to 'qualify in' or 'qualify out,' and introduces the concept of tracking conversion rates from lead to opportunity. Discover how efficient qualifying can streamline your sales cycle and enhance your overall sales strategy. Tune in for valuable insights and practical tips to elevate your sales operations. Don't forget to grab a copy of our Six Level Maturity Guide to further develop your sales team. Join us next week as we explore the development sales stage. Subscribe now and never miss an episode! #SalesOpsEffect #SalesStages #QualifyingStage #SalesStrategy #SalesManagement #SalesCycle #Podcast #Season4 #LeadConversion #SalesEfficiency

Season 2 Episode 1 Trish and I are discussing a theory we have on what makes a team nice or nasty. You can watch this episode here - https://youtu.be/nZPdIvsTnkw You can get us on Trish Thurley - Trish@sims4training.com Charlene Thompson - Team@elementalprojects.co.uk PS. Aware of the misspeak around a motorway, I meant main road.... Doh!

In this episode, I'll show you how to get the most out of your investment in sales software. Whether you're a small business owner or a sales manager, this episode will give you the insights you need to get the most out of your sales software investment. Don't miss it!

We are working through what is different between managing sales ops in small vs large businesses and why attempting to run sales ops as if you're in a large business will wear you out. If you have any topic suggestions please reach out to me on Hello@salesopseffect.com

I'm very glad to be starting this new show about Sales Operations for Small Businesses. If you have any questions at all please do get in touch at Hello@salesopseffect.com

In this end of the series episode Charlene is discussing why it's good to continue learning new things and how to make sure you don't overwhlem yourself on your journey.   You can get us on Trish Thurley - Trish@sims4training.com Charlene Thompson - Team@elementalprojects.co.uk