Maybe you've increasingly heard from B2B technology companies about the increasing importance of the Sales Operations function....
But what does it mean and how can if effect your business? This presentation provides a high level framework to unpack the question "What is Sales Operations" and how can you use it to drive growth in your business.
7. Sales Operations creates,
implements, and optimizes
the processes, data and
applications that support
the sales team.
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Create
Drive
Measure
Plan
8. They also help mold the foundation that feeds into
marketing, finance, and customer success.
DATA
Sales & CS
Marketing
Finance
10. BTW Click Here to learn more about why Modern Sales
Orgs Love TROOPS.AIâs Slackbot for Sales Teams!
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11. Itâs Not Uncommon
for Sales Operations to
Be Responsible For or
Help Guide Initiatives
like...
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12. Defining Required Data Structure
& Fields
Workflow and Validation Rules
Automation
CRM Setup
Sales Enablement Tools
Sales Tech Stack
Setting A Foundation
13. Knowledge Sharing
Establishment of Team
Communication Calendar
Assuring Alignment Across Teams
on Data and communication
Communications
66%
of companies say sales
operations leads sales
process definition
Source: Syngy
14. Input on Org Structure
Onboarding / Training Knowledge / Management
(Can fall under Enablement)
Hiring Plan
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People
15. Ongoing Development, Adoption, Compliance
and Improvement on Sales Process
Time Management Amongst Teams
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Driving Performance
16. Dashboard Construction
Defining and Evaluating Goals and KPIâs
*All in the name of supporting metrics based decision making!
Measuring Performance
71%
of companies say sales
operations leads
performance analytics
Source: Syngy
Reporting
17. Forecasting
Territory & Lead Allocation + Distribution
Designing and Comp Plans to Reward,
Retain and Attract Talent
Budgeting for New Hires
Planning
18. All These Things Lead to
Greater Sales Effectiveness!
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26. As you grow, so does the role and
responsibilities of sales operations!
27. Hereâs one example of how the role of
sales operations can change that someone
way smarter than us made:
Source: Saleshacker via Matt Cameron
28. STAGE SITUATION WHAT YOUR HEAD OF SALES COVERS WHAT SALES OPS DOES
Finding fit
~<$1M ARR
â Hired first head of
sales
â ~4AEs, ~2 SDRs
â No predictability,
looking for
productivity before
scaling
â Sales process development
â Skills training
â Onboarding
â Guides proposal dev.
â Comp plan design
â Owns forecast
â Deal approval
The hires:
(1) âTechnical operationsâ
Skills: CRM administration and Advanced Excel**;
Analytical thought partner to leader
â Report and analytics
â Commission calc
â Input to growth strategy
Repeatability
~$1M=$10M ARR
â Product/Market fit is
confirmed
â As above hiring more
AEâs and SDRs whilst
trying to find formula
for repeatability
â Likely Series A funding
â Sales process improvement
â Guides proposal dev.
â Comp plan design
â Owns forecast
â Deal approval
The hires:
(1) âTechnical operationsâ
(2) âSales effectiveness managerâ
Skills: Program mgt, in depth functional sales
knowledge/experience
â Sales onboarding
â Training architecture design
â Training & cert. delivery
Going big
~$10M+
â Time to scale --
Serious VC money is in
the bank
â Likely Series B
Go to market strategy (with Director) The hires:
(1) âTechnical operationsâ
(2) âSales effectiveness managerâ
(3) Sales Operations Director
Skills: GTM strategy/planning, commercial
negotiation, process design, sales domain
expertise
â Sales operating plan incl. Growth plan
â Deals desk (approvals and bid support)
â Territory and Comp plan design
â Comp plan design
â Owns forecast
â Sales process enforcement
29. So this whole Sales Operations thing is pretty darn
important right!?
Learn more about the Slackbot for sales teams at Troops.ai
30. "Sales operations provides leverage to sales organizations through the smart
adoption of technology and automation.
It's their job to sniff out and execute opportunities to make reps and managers
10, 20, 30% and more efficient. And with the growth of sales efficiency
solutions available, not having sales ops paying attention to and grabbing
these opportunities injures your sales motion."
-Peter Kazanjy
Founder, Modern Sales Salon
and Author Founding Sales
31. "The rise in technology to assist sales makes investing Sales
Operations mission critical to building and efficient modern sales
org. The top organizations I've seen emphasize this early in order to
have the infrastructure in place to scale."
-Max Altschuler,
Founder & CEO Saleshacker.com
32. So next time someone asks
âWhat is Sales Operations?â