If you are an experienced driver, you know there comes a moment in your drive when you are not even concentrating to make the turns on the road and it is like you are on auto-pilot. That is coz your brain now has trained itself to understand the route you take home everyday and does not need to spend more energy on learning something it already knows. And that very same evolutionary trait is responsible for thousands of accidents everyday coz we live in a constantly changing environment – while our brain still thinks it is living hundreds of thousands of years ago in Savannah – our evolutionary phase.

But why am I telling you this?

The same muscle memory takes a front seat in learning saturation – that moment in time when you think you know an application or tool sufficiently enough that you no longer question but just do. And that phase leads to a lot of sales reps building their own way of navigating the CRM that while might not be the most productive way of using it but they still do it anyway coz ‘that’s how I have been doing it for years’. The sales rep has just reached her point of ‘learning saturation’.

Sales Operations without a doubt is core to any growing business today. And as a SalesOps guy with a front seat to see the function evolve and in certain cases help it evolve – I have my own experiences on what works and what doesn’t.

In this video I try explaining why there is no alternative to spending time with your end users to discover nuggets of information on user behaviour.

Also introducing two lead-level and three Opportunity-level fields that I think are absolutely important to capture important data on your CRM.