What is Sales Operations?
Sales operations means different things to different organizations but boils down to one key thing:
Help the sales team run more efficiently so they can increase sales.
By taking on administrative tasks, sales operations provides a solid foundation to allow the sales team to focus on the activities that drive revenue. It also allows sales managers to spend more time recruiting, training, and coaching teams. Sales operations teams can generate the data, forecast strategy, and manage the systems sales team need to be successful.
One overarching goal for sales operations teams is to improve the speed of the sales cycle to help teams close more deals and close them more quickly. The operations time functions in a continuous improvement mode to find incremental improvement at each stage of sales. When your sales operations team is functioning well, you will see benefits such as improving workflow and reducing friction, enabling automation to reduce manual tasks, and process optimization.
A seamless, high-performing sales organization excels in three key areas:
- Sales Strategy
- Sales Technology
- Sales Analytics
Each of these areas helps with process design and tactical support that are essential for sales teams.
Organizations that invest in resources for sales operations see significant results. A study by the Harvard Business Review found that companies boasting a sales ROI in the top 25% have a 30% higher level of sales support than other companies.
Sales Strategy
Sales Strategy Sales Technology
Sales Technology Sales Analytics
Sales AnalyticsSales Strategy
Sales strategy focuses on a high-level vision for sales organizations and the tactics to accomplish goals.
- Sales forecasting
- Technology and methodology
- Process optimization
- Sales territory planning and assignment
- Planning and goal setting
- Data analysis
- Sales incentives and compensation plans
- Planning go-to-market plans
Sales operations teams pay special attention to automating everything possible. Teams that automate significant parts of their sales process perform at significantly higher levels.
Sales Technology
Sales technology will vary by organization, company, and industry but typically use Customer Relationship Management (CRM) software and Software as a Service (SaaS) to manage the customer journey. SaaS can include marketing automation, measurement, and tracking.
Sales operations includes managing the tech stack, including:
- Adoption, customization, and management of CRM
- Sales engagement platforms
- Integration and implementation of sales apps and tools
- Communication management
- Customer lifecycle management
- Business intelligence
Operations also make sure there is alignment between sales and marketing to optimize outreach efforts for better lead generation.
One powerful tool that we recommend is HubSpot. Beyond a CRM, HubSpot also has a sales engagement platform to automate your outreach strategy and lead nurturing. It can also help you manage your total sales pipeline and automate tasks, such as scheduling meetings.
FounderScale is a HubSpot-certified B2B sales agency. We can help you implement, train, and optimize your HubSpot CRM, marketing, and reporting.
Sales Analytics
Sales analytics can take several different iterations but they typically measure process and performance.
- Measuring performance against Key Performance Indicators (KPIs)
- Pipeline performance and lead management
- Forecasting accuracy
- Performance against budget
- Conversion rates at various levels of the customer journey
Depending on company goals, KPIs might include metrics such as:
- Quota achievement
- Win Rate
- Deal Size
- Pipeline Value
These metrics help to identify areas where additional process improvements or training is needed. For example, monitoring conversion rates of sales-qualified leads can help determine if changes need to be made to lead scoring. Monitoring lead response times can measure the efficiency of sales teams making contact.
When you have mapped the customer journey and know the appropriate actions that must be taken at each stage, your analytics can hold teams accountable and identify potential bottlenecks where deals stall.
Sales Technology
Sales technology will vary by organization, company, and industry but typically use Customer Relationship Management (CRM) software and Software as a Service (SaaS) to manage the customer journey. SaaS can include marketing automation, measurement, and tracking.
Sales operations includes managing the tech stack, including:
- Adoption, customization, and management of CRM
- Sales engagement platforms
- Integration and implementation of sales apps and tools
- Communication management
- Customer lifecycle management
- Business intelligence
Operations also make sure there is alignment between sales and marketing to optimize outreach efforts for better lead generation.
One powerful tool that we recommend is HubSpot. Beyond a CRM, HubSpot also has a sales engagement platform to automate your outreach strategy and lead nurturing. It can also help you manage your total sales pipeline and automate tasks, such as scheduling meetings.
FounderScale is a HubSpot-certified B2B sales agency. We can help you implement, train, and optimize your HubSpot CRM, marketing, and reporting.
Sales Strategy
Strategy and Analysis
Inbound and outbound sales strategies each require a different methodology and implementation plan. We can help you understand how each will impact your business.
Inbound Sales
We can help you develop an inbound sales strategy that drives prospects to you.
Outbound Sales
Outbound sales requires sales engagement events, sales outreach philosophies, and sales tools that increase the number of prospect touchpoints.
Sales Technology
Tools and Integration
Using all the features of your sales technology stack to increase sales requires expertise that we can provide.
Sales Engagement Platform
Sales engagement platforms enhance sales outreach and increase sales through efficient use of technology.
CRM Consulting
Your CRM is a crucial tool that must be utilized and adopted to increase sales and drive ROI. We can help ensure you are getting the value out of your purchase.
Sales KPI's
Analytics and Reports
A full understanding of your sales pipeline, sales forecast, and other sales KPI's provides you the data you need to make sales decisions.
Sales Pipeline
We help you ensure that your sales pipeline is up to date and accurate.
Sales Forecasting
Your sales forecast drives sales leadership decisions around budget, sales tools, and bonuses. We can help make sure it is kept up to date with minimal effort.
