Sales operations is shaping the future of sales and marketing organizations – the “who’s”, “what’s”, and “why’s” we should know about.
Nowadays, some of the best sales forces are empowered by technological innovations and advancements. Just take a look at how rapidly social networks, mobile technologies, and cloud-based applications are growing in size. These trends and tools open up a lot of opportunities for organizations to widen their market, generate more sales, and attain sustainable growth in profit.
As science and technology slowly but surely take over people’s lives, sales organizations become more and more dependent on systematic procedures and data analysis. Hence, the vital role of sales operations. According to Dharmendra Sahay and Scott Shimamoto, Principals at ZS Associates, sales operations is uniquely positioned to leverage data and technology to support the sales organization, diagnose issues, and design solutions.
To best understand the nuts-and-bolts that make up sales operations, recognition of the wide variety of the sales operations teams’ tasks and functions is key. Knowing what the sales operations analysts’ description is, we will be able to better comprehend and appreciate the role of the teams’ in sales operations.
Let’s get to know more about who the people in sales operations are, what are their roles and responsibilities, and why they play a crucial part in the growth of organizations in detail.
But first things first… what IS sales operations?
Since the birth of modern sales organizations, most -if not- all of us are familiar with the typical, well-defined characters that play essential roles in the sales organizations. These are the persistent sales reps, canny managers, charismatic VPs, and goal-driven CEOs.
Sales operations professionals also play a major character in the organization, however, they are new and some companies are still trying to figure them out. Despite there being a thousand of sales operations professionals in the US alone, and its function has become commonly well-known, there’s still a lack of clarity of what sales operations really is.
According to Wikipedia, sales operations is a set of business activities and processes that help a sales organization run effectively, efficiently, and in support of business strategies and objectives. In short, sales operations is the “backbone” of a sales organization.
Here are the roles and responsibilities of sales operations:
The ideal role of sales operations is to provide guidance to the sales teams by developing a well-structured sales process, analyzing team performance within the framework of that process, enhance the team’s productivity and effectiveness, and implement solutions based on data and analysis.
Sales operations need constant development to further maximize the sales team’s abilities and skills to create a smoother sales process.
The sales operations’ responsibilities are to discover high-level, notable, strategic findings, and learn how to transform them into significant strategies and use them to help sales reps, managers, and VP to hit their targets.
Let’s take a look at the common set of functions that sales operations teams are typically responsible for. Since the main aim of sales operations is to reduce friction in the sales process and incorporate itself into the Go to the full article.
Source:: Business 2 Community