Sales Operations

Sales operations refers to the activities and processes that are used to help a sales department sell more effectively, meet its goals faster, and lead smoother sales processes.

Sales operations describes the functions and activities in sales organizations that keep sales teams efficient and effective. Sales operations teams primarily handle the administrative and technical tasks that would otherwise burden salespeople.

Sales operations is responsible for everything from lead management, sales strategy, and territory structuring and alignment to sales process optimization, compensation plans, sales automation, training, and data analytics and reporting.

Sales Operations Responsibilities and Activities

  • Sales Leadership Support
  • Sales Force Design and Deployment
  • Sales Compensation
  • Sales Process and Systems
  • Sales Analytics and Intelligence
  • Sales Operations Management

When to create a Sales Operations team

When a sales department continues to mature, it will be time to think about creating a team. This team can offer strategic guidance that brings order to chaos and improves results. A sales operations team allows sellers to focus on revenue-driving activities and sales managers to concentrate on coaching and supporting their teams.

We build your sales operations strategy by applying the best practice approach:

  • Improving workflow and accuracy reporting
  • Automating any possible selling or non-selling tasks
  • Creating development, compensation, and incentive plans
  • Overseeing sales process optimization and implementation
  • Digital asset and knowledge management; to store, organize, find, retrieve and share digital content from one place
  • Actively collaborate with other teams
  • Establish strong leadership
  • Aligning, evaluating, and integrating all tech tools, e.g., administration and optimization of your CRM system

How we address your top challenges

We help you evaluate your sales operations function in depth, benchmark maturity and prioritize opportunities for improvement. With an accurate look at performance gaps between where your function is today and where you want to go tomorrow, you can make smarter decisions about how to spend time and resources.

  • Identify sales operations strengths and weaknesses to influence your strategic efforts
  • Build a fact-based case to drive informed discussions for resource investment and cross-functional planning
  • Define specific initiatives that define your path to the next level of maturity

Please do not hesitate to contact us for an initial consultation!