89% of Sales Ops professionals agree that planning more frequently in a world that is in constant flux would help set their sales team up for greater success, which in turn may have positive downstream effects on the business as a whole. At the same time, 35% say they plan quarterly or even less frequently than that.
There should be one common motivating goal with any organization. For a UK rowing team who were tired of losing, the motivating question was, “Will It Make The Boat Go Faster?” For two years, they rebuilt their team around one common goal. A Big Hairy Audacious Goal…. To make the boat go faster! Everyone is involved. With every decision, every effort, every initiative, the question should be, will it make the boat go faster? Their big race came, and because of the focus on this goal, they became olympic champions!
Sales operation’s function is the driving force in moving the sales team forward in achieving that Big Hairy Audacious Goal. They are responsible for everything from lead management to territory structuring, sales alignment to sales processes, automation of tasks and efficiencies, compensation plans, all training, analytics management, and data integrations.
Sales operations should be counted on to smooth out the sales process so that your sales team has the support to build and implement efficiencies to be more effective and successful. The goal to have your sales ops people handle everything behind the curtain so your sales team can focus on their part of the goal…
Anyone who is asked what they do, in the olympic rower’s example, is to make the boat go faster. The sales ops goal in making the boat go faster is the foundation, allowing the boat to slide through the water more easily by providing a cohesive and inclusive sales process. Any part of a team that tries to function in isolation will be left as a runner-up in the great race.
Why is Sales Operations a vital part of your team?
- Sales operations smoothes out the sales process
- They help sales perform better and achieve goals faster
- For sales leadership, sales operations helps in providing good data to leverage reaching the goal
- Sales operations supports leadership in delivering a good customer experience
What is specifically managed under Sales Operations?
- Cross functional collaboration (Sales, Management, Marketing, IT)
- CRM implementation and management
- Strategic Planning
- Lead Generation and Management
- Technology Implementation and Management
- Performance Management
- Territory defining
Sales operations have been supporting and improving sales functions for many years and now, more than ever before, it pays to make this department a driving force in the organization.
What’s your Big Hairy Audacious goal?
Get everyone in alignment with your goal, your target, and your customer experience. Streamline your processes and Make The Boat Go Faster! If you’d like to chat about where to start, we are here to help. We begin with a strategy to give you a clear picture of where you are, what you have, and how to position your organization for success!