The DNA of a Performance-Driven Sales Organization, Part 2
The percentage of salespeople making quota has dropped from 63% to 53% in the past five years. In part 2 of this series, we’ll explore practical insights and tips on sales enablement strategies, practices, and tools you can implement to develop your A+ sales team.
About the Speaker: The opportunity to analyze, collaborate on, and help solve complex, multifaceted strategic business problems is what drew Dana to the sales operations profession. He is a senior sales operations leader who brings over 25 years of sales, sales operations, business and service operations, and finance experience to SiriusDecisions. He is a forward-thinking leader with a record of driving results by increasing sales effectiveness and improving sales productivity while supporting global, multimillion-dollar sales growth with industry leaders. He is known as a strategic thinker who also possesses the technical skills required to delve into the challenging task of optimizing sales performance. Dana is an expert in business planning, analytics and reporting, quota setting and management, territory design, sales process optimization, sales force automation, go-to-market strategy design and execution, sales compensation design, and administration. His experience includes cloud, SaaS, managed services, managed hosting and traditional product-based sales. Prior to joining SiriusDecisions, Dana held global sales operations roles at Avaya, Akamai, NaviSite, Time Warner Cable and, most recently, Empirix. Dana holds an MBA from Boston University and a BS in Accounting from Thomas College, and he is a WorldatWork Certified Sales Compensation Professional (CSCP).
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