PHASE 12: SALES OPERATIONS

Improve the efficiency of the sales team and provide insightful data.

 

Allows you to automate non-selling tasks and provide the right data at the right time to make the right decision.

Rapid Diagnostic

1. Sales operations has a clear charter and is viewed as a key strategic function within the sales org.

2. The sales operations team has a clear annual planning rhythm which provides coverage/territory data, headcount recommendations, and compensation plans before the new year starts.

3. You have a data management plan and reporting structure that provides actionable insights to sales leadership on a regular or ad hoc basis.

4. Sales dashboards are embedded into your CRM system and have been created using live data feeds.

5. You follow a disciplined process for managing and reporting sales pipeline status.

6. You follow a disciplined process for managing and reporting sales forecast status.

7. A deal desk has been established where sales management can develop and execute win strategies customized for individual accounts.

8. Selling time has increased because of current Sales Operations programs.

9. Sales leadership has confidence in your forecast accuracy rate which enables better decision-making.

10. You have a reliable quote to revenue process (includes sales, ops, finance, legal, etc.).

Deliverables

• Sales Operations Charter

• Data planning & Reporting Structure

• Dashboards

• Pipeline & Forecast Management Process

• Deal Desk Process

• Quote to Revenue Process

• Sales Operations Department Organization Design

Sales Strategy
Why More Sales Leaders Are Harnessing the Power of Revenue Intelligence
This last year has presented innumerable challenges for sales professionals, but the greatest of them have centered around addressing the changing needs of buyers in a primarily digital environment. What may have worked for inside sales teams in the past...
Read More
Sales Strategy
3 Ways to Unite Sales and Product Teams to Drive Revenue Growth
Sales and Product are in constant tension with each other. Ideally, this friction is a catalyst for the two groups to rally together and drive top-line growth. However, this pressure can also lead to disengaged employee groups that resent each...
Read More
Sales Strategy
What Every CEO Should Know About Their Data and Why They Should Care
CEOs often get lost in data while trying to decide what’s working, if there is too much, or if it’s even correct. But even great data is futile if not activated properly across commercial functions.   On today’s show, Mike Dickerson, CEO...
Read More
Sales Strategy
How Market-Leading CROs Are Using AI to Outpace Their Competitors
Imagine the following: As you scroll through social media, you come across an ad. Not just any ad though, an ad for a product so specific to what you are looking for that you wonder how they were able to...
Read More