What Is Sales Operations?
Do you want sales to go up? Then start looking at your Sales Operations (or SalesOps). You need more than a great product and a catchy marketing campaign to get your brand in your consumers’ hands. You need a system to support faster and more efficient front-line sales.
SalesOps is generally made up of four steps: lead, configure, quote, and order. All of this falls under one department – sales.
Sales is a complex revenue-generating department, and SalesOps is the strategy side of the department. Under SalesOps, professionals use data to understand customer patterns and forecast sales. Self-sufficient SalesOps teams also handle the operations of sales, such as hiring, onboarding, and training.
Technology is woven into the function of SalesOps to support automation efforts. A customer relationship management (CRM) tool is valuable in maintaining frequent and coordinated communications that help influence customer purchase decisions. Software is also used for data management and reporting.
And finally, SalesOps professionals focus on removing barriers for sales teams. By managing performance through lead generation, incentive plans, and sales tracking, SalesOps is essential to “closing the sale.” Therefore, SalesOps teams yield the most significant impact at the end of the sales funnel.
Sales Operations vs. Sales Enablement
While both functions exist to increase sales and efficiency, fundamental differences set sales operations and sales enablement apart. As described, SalesOps wields more influence at the end stages of the funnel by managing strategy, technology, operations, and performance. In many ways, SalesOps is the tool to support salespeople in closing deals.
Sales enablement, however, focuses more specifically on how salespeople will engage with customers. This function is carried out earlier in the funnel through hands-on coaching and assessment.
SalesOps vs. RevOps
Furthermore, SalesOps differs from RevOps, in that SalesOps is actually a piece of RevOps. While SalesOps drives revenues by making the actual sales, their influence to really improve margins only comes when coordinating efforts with all key departments in the company, such as production, marketing, customer service, and finance. Collaboration between these departments improves processes organization-wide and gives all departments access to a shared data platform.
Ultimately, RevOps coordinates interdepartmental collaboration and empowers company leaders to make more informed financial decisions while discovering cost efficiencies, such as automation opportunities.
How to Run a Successful Sales Operations Team
So, if SalesOps is an area your business wants to develop further, Balanced Company is here to help. We’ll work together to identify the right solutions for your company. Simultaneously we’ll walk you through a series of best practice steps to help your team thrive.
Define the Mission
Your company has an overall mission statement. How does the SalesOps team fit into that mission? We’ll set SMART goals to specify how the SalesOps team will contribute to revenue generation and mission achievement.
Establish the Process
Every sales team member should follow a set process to achieve sales. The process should be mapped and accessible to all staff in a shared resource area. Training should be provided to help team members fully engage in the process. And every team member should be held accountable for following the process at a high standard.
Many functions fall into the sales department’s list of responsibilities. Hiring, training, data management, reporting, and lead generation… to name a few. So, in addition to having sales goals for each sales employee, specify what additional responsibilities you expect each team member to be responsible for.
Focus on the Customer
Support the sales team in managing the customer journey at every juncture. Use your in-depth understanding of the consumer audience to improve the consumer experience. SalesOps must support sales team members with training, negotiation assistance, and data insights.
Track the Sales Cycle
Track the data and review the metrics to understand performance over time. As you see patterns and opportunities, optimize the process and enable the sales team to achieve higher sales goals.
The Responsibility of SalesOps
You are ready to grow, but do you have the staff in place to get you there? If you could use a helping hand, enlist Balanced Company. Our team of experts can work as an extension of your team and help you successfully fulfill the diverse responsibilities within SalesOps.
When you weave all these functions together, your SalesOps team will have the right mix to maximize sales potential and boost the bottom line. And you’ll achieve record growth while connecting with consumers more meaningfully. So, you’re poised to achieve long-term success.
Measure the success of a product by tracking sales data over time. Seeing sales trends can indicate when a product or service needs to be modified or sunset. Conversely, recognizing which products are selling successfully can demonstrate opportunities for enhancing sales plans.
Work with marketing to identify strategies to garner and convert leads. Assign specific sales team members to manage qualified leads and close the deal.
Review past data and trends to discover future sales potential. Use the data to set sales goals and forecast performance.
Create incentive plans to motivate sales teams and acknowledge superior service. Additionally, conduct regular performance reviews to keep sales staff accountable and focused.
Make sure the business functions of all departments are aligned by supporting the company’s RevOps efforts.
Keep the sales team aligned by reporting on sales metrics and sharing company updates. Furthermore, implement the use of a CRM or set up a process for strategic and ongoing customer communications.
Hiring and Training
Hire qualified staff and invest in ongoing training to help staff grow.
Give salespeople territories to focus their efforts better.
Work with IT to implement and use software solutions that can enhance your efficiency and collaboration.