6 min read

Using Troops to Stay Agile and Effective During COVID

By Scott Britton on Apr 9, 2020 4:46:44 PM

The word that keeps coming up again and again on every leadership call I’ve been on is “agility.”

Topics: Sales Strategy Sales Leaders Sales Operations Remote Work
7 min read

How DoorDash Overcomes Top Outside Sales Team Challenges

By Roque Versace on Feb 18, 2020 2:07:59 PM

Outside sales reps deal with challenges on the road that most office-bound reps rarely think about — what to wear, where to go, how to get there, and when to report back add multiple layers of complexity to sales.

The challenges don’t stop there, however. Many reps struggle to get quality sales information into their CRM during the day (and the last thing anyone wants to do is spend the evening in Salesforce). What’s more, they work apart from the rest of the sales team and miss out on the same progress reports and motivators their peers get in the office.

It’s also difficult for sales managers who are trying to give them guidance from afar.

Topics: Sales Strategy Best Practices
20 min read

Troops vs. the Native Slack Salesforce Integration

By Scott Britton on Dec 5, 2019 4:00:21 AM

In October 2019, at Slack Frontiers London, Slack and Salesforce announced availability of a deeper integration between Slack and Salesforce Sales and Service Clouds.

Topics: Troops Slack Sales Strategy Product Sales Ops
11 min read

How to Roll Out a New Sales Process (So That It Actually Works)

By Scott on Sep 23, 2019 3:00:11 PM

Many sales organizations spend a small fortune implementing a new sales process. For example, expect to pay a trainer $10,000-50,000 to teach the new process to a team of about 25 people for a few hours over a couple of weeks.

Once training’s over, it’s not uncommon for everyone to get excited about the new things they learned, only to eventually revert to their old ways without the sweeping changes you hoped for.

Sound familiar?

In speaking with our customers and other industry leaders, we discovered that getting sales teams to effectively adopt the new sales methodology once it’s rolled out is one of the biggest challenges sales leaders struggle to overcome.

Thankfully, there are ways to make adopting a new sales process easier for teams and leaders alike.

Proper documentation, proactive prompts, frequent inspections, leadership oversight, and automated workflows help ease some of the most common pitfalls that come with transitioning to a new sales process.

Topics: Sales Strategy Sales Development Sales Leaders
9 min read

How to Keep Your Team Accountable to Pre-Meeting Research

By Scott Britton on Aug 27, 2019 6:33:43 PM

We’ve discussed this in previous posts, but the average discovery meeting costs over $700. In some enterprise environments, this number is a lot higher.

Topics: Sales Strategy Best Practices Sales Development Sales Leaders Sales Ops
8 min read

Revenue Operations vs. Sales Operations: What They Do and When to Hire for Each

By Scott Britton on Aug 27, 2019 5:48:12 AM

In the tech industry, we’ve seen plenty of absurd job titles such as “Full Stack Magician” and “Chief Heart Officer.” And let’s not forget copious use of the word “Ninja.”

Today, we’ve mostly outgrown titles such as the above. But new ones still continue to emerge often due to the requirements of the market and new functional skills.

Topics: Sales Strategy Sales Development Sales Leaders
9 min read

Making Salesforce Validation Rules Work Without Alienating Your Team

By Scott Britton on Aug 15, 2019 8:21:22 AM

Ask any sales rep on your team about validation rules, and they will probably start rolling their eyes.

Topics: Troops Slack Sales Strategy Best Practices Guides Sales Development
5 min read

Troops Surpasses 10,000 Users and Sees a 178% Year-on-Year Growth

By Scott Britton on Aug 13, 2019 7:45:44 PM

2018 was a milestone year for Troops with tremendous year-on-year growth.

Topics: Troops Slack Sales Strategy Growth
9 min read

Should You Use a Sales Deck or Show Product on Your First Call?

By Scott Britton on Jul 31, 2019 12:00:00 PM

Using a sales deck to present your product or service seems like a tradition as old as time. 

But recently, I've noticed a trend of reps diving straight into the product on the first call – without me asking.

Topics: Sales Strategy Sales Development
7 min read

How to Improve the Quality of Your Discovery Meetings at Scale

By Scott Britton on Jul 16, 2019 3:52:38 PM

The average first meeting for a B2B SaaS company today costs over $700. At many enterprise companies, it often costs a lot more.

Topics: Troops Slack Sales Strategy Sales Ops