Field Guide for A Winning Sales Organization: A Practical Guide to Sales Operations

by Paul R. DeCoster

Overview

Field Guide for A Winning Sales Organization by Paul R. DeCoster is a compelling exploration of the intricate, and often misunderstood, world of Sales Operations. In this book, Paul uses his wealth of cross-industry experience to simplify concepts using practical templates and frameworks. He underscores that amidst the overwhelming array of metrics, data points, and business tools, the heart of a successful Sales team lies in building lasting relationships.

The book caters to Sales Operations professionals, Sales leaders, and anyone starting their careers in Sales or Sales Operations. Using novel frameworks, this book covers topics around Strategy, Organization, Rewards & Performance, and Tools & Enablement. "Field Guide for A Winning Sales Organization" offers a handbook for practitioners to accelerate their everyday work. This book is a valuable resource for anyone seeking success and fulfillment in the field of Sales Operations, providing insights into the art and science of this business-critical function.

Product Details

BN ID:	2940186059653
Publisher:	Paul DeCoster
Publication date:	12/13/2023
Sold by:	Barnes & Noble
Format:	eBook
File size:	3 MB

About the Author

Paul DeCoster boasts a 15-year tenure working alongside an impressive range of businesses, from eminent Fortune 100 firms to struggling startups. His expertise lies in bolstering the Sales function across diverse industries, with a track record focused on driving revenue growth and cost optimization. One consistent observation across his experiences: the inherent challenges within Sales Operations, paved the way for this book.
Designed as a reference for novices and seasoned professionals, this book offers pragmatic methodologies and ready-to-use templates to enhance any sales organization's prowess.
Over the years, Paul has collaborated with industry leaders and spearheaded transformational projects. Some of Paul’s most notable achievements include:
• Building the sales operations function of a $50M advertising agency, from the ground up;
• Designing a $2B company’s go-to-market to increase revenue 50% (15% CAGR) in 3-years;
• Reducing OpEx of a large utility by 20%; re-organizing to align top sellers against top accounts to maintain year-over-year revenue;
• Spinning-off a software division of a Fortune 50 company as a separate entity.