Sales Operations
Sales Operations as Management Discipline
Sales people without sales operations will fail to produce optimal results
Sales Operations organizes your sales efforts to generate profitable revenue. It fully integrates your marketing and customer success initiatives through effective utilization of people, process, and data within the sales function itself. Even the best salespeople cannot produce sales results without an effective process, and no one can manage a sales organization without the right data. Success in executing a proper sales operation or commercialization strategy means exponential but predictable revenue growth.
%
of sales reps take 10 months or longer to become productive enough to contribute to company goals and only 60% of sales reps will ever meet quota.
(Source: Accenture and CSO Insights)
Measuring the Value of Sales Operations
Sales Operations key performance metrics
Measuring sales performance is a common challenge. Companies consistently hire salespeople without identifying the sales process, developing effective collateral, establishing realistic productivity expectations, providing necessary systems and tools, or even building a workable sales compensation plan. It’s no surprise why average B2B sales attrition is 27% (Aaron Ross, Predictable Revenue) and companies continue to miss profit margin and revenue production goals. When process and data are insufficient, sales management is impossible.
Our Sales Strategy
Secure Leads
Sales people secure leads through direct lead generation or effective handoff from marketing operations. Lead generation, sales enablement, and sales validation from integrating marketing and sales will dramatically increase both quantity and quality of leads secured by sales.
Educate Prospects
Through a discovery and qualifications process, the key function of sales is to identify the prospect’s problem and match a solution. Effective collateral at each stage of the sales process allows the salesperson to help the prospect make an informed and favorable buying decision.
Convert Engagement
Guiding a lead to make the right buying decision is partially salesperson capability and partially company sales operations capacity. The salesperson effectively animating your sales process, with all the necessary tools and resources, will lead to productive sales conversion.
Our Sales Operations Strategy
Your Revenue Production Process is Incomplete without Sales Operations
Sales operations organize the sales efforts for improved return on investment for every dollar spent in sales compensation as well as all other aspects of your sales budget. People and process are key components to produce sales conversion while quality and quality of lead generation, sales close rate, and average contract value are essential measurements of sales success. Sales operations provide the sales force the capability to not only help the customer with expected needs but collaborate effectively to anticipate needs. This drives revenue opportunity for both the customer and the company. Expertise is required to find the effective balance of these strategy concepts to maximize revenue opportunity and production.
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