Sales operations function

SALES OPERATIONSFUNCTION & PURPOSE

SALES OPERATIONS DEFINITIONFunction that supports business activities and processes that help a sales organization run effectively, efficiently and in support of business strategies and objectives

Interesting Fact: Sales Operations is also known in many companies with the following names: Sales Support / Biz Ops / Sales / Marketing Ops

WHAT DO YOU NEED FROM YOU OPS FUNCTION ?

Supporting Functions

SELL IN

SELL THROUGH

SELL OUT

Requirements:- Planning- Pipeline Management- Forecasting- Sales Excellence

(Training / Tools)- Compensation

Management- Analytics (Biz

Intelligence)- Collaborations Tools- Sales Efficiency (Help

Sales Sell, off-board internal requirements)

- Change Management- Procedures / Processes- Reporting / Insights

Requirements:- Planning- Channel Territory

Assignment- Channel Governance- Channel Programs- Channel vs Vertical

Intelligence- Pipeline Management- Forecasting- Sales Excellence






Requirements:- Planning- Marketing Programs- Demand vs Supply

Planning- Sell Out Governance- Collaborative Planning

cycles- Channel Share of Wallet

Reviews- Channel Territory

Assignment- Channel Governance- Channel Programs- Channel vs Vertical

Intelligence- Pipeline Management- Forecasting- Sales Excellence






VARYING REQUIREMENTS

QUOTA CARRYING

SUMMARY• Not all Operations functions are the same• Skill sets to satisfy the various models could be significantly

different• There is a fine line between Sales Ops and Sales in channel

models, so execute with care• Core requirements for your operations team does not change,

however incremental requirements as you execute complex sales models

Sales operations function

Business

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