Phase 12: Sales Operations
Improve the efficiency of the sales team.
Sales ops has become a catchall phrase. The sales ops leader gets assigned all the work no one else wants to do. Often underfunded and understaffed, sales operations leaders fail to deliver a meaningful revenue contribution. Yet, the best growth executives understand that sales ops is the most strategic sales function in the company. They understand that when deployed correctly, sales ops can impact revenue growth in a very meaningful way. Do not starve this key department. If you do, you will miss the revenue goal.
- Sales operations assessment
- Sales operations charter
- Data planning
- Sales systems
- Sales support
- Quote to revenue
- Sales operations department organization design
With your sales operations operating at peak effectiveness, it is time for Phase 13: Sales Enablement.