Insights & Tips

Already a subscriber? Login

Become a subscriber and unlock an information arsenal focused on making your sales operation more effective.

A Simple Way to Improve Sales Ops’ Credibility

Former attorney general Edwin Meese once said, “An expert is somebody who is more than 50 miles from home, has no responsibility for implementing the advice he gives, and shows slides.”

While that characterization makes us chuckle a bit, it contains enough truth to also make us worry. When you are part of a company, you become so familiar to your co-workers that it can be difficult for them to accept you as an expert — even if you are one.

Fortunately, there’s a way to overcome this obstacle, and it’s right there in the Meese quote. You can’t (or at least probably shouldn’t) move 50 miles away or give up all your responsibilities for implementing ideas, but you can show slides. Or write emails. Or post to SharePoint or Confluence or whatever collaboration tools your company has.

You see, the easiest way to get other people to accept you as an expert is to share your expertise with them.

If you tell people you are an expert, they will never believe you. But if you’ve put something in writing, whether it’s on paper or a screen, suddenly you seem like you know what you’re talking about.

The key is that you have to let other people draw their own conclusions. Show them that you are an expert by doing the things that experts do. And that means sharing your knowledge.

This doesn’t have to be a big deal. Maybe it’s just a short paragraph about something you’ve learned recently that you email to someone on the management team. Maybe you post a note on the company Slack channel about some success the sales ops team has had. Maybe you offer to do training for new employees, or maybe you attend a conference and summarize what you learned for teams in other business units. Or maybe your company has a more formal way to share knowledge, like internal newsletters or Intranet blog posts.

The point is, if you act like an expert, people will start to see you like an expert. And demonstrating the success that the sales ops team is having will not only boost the internal reputation of the team, it will also be good for your personal brand. If people can see that your team is succeeding, they will associate you with that success. And that can only help your career.

For more tips like this, check out some of the career-focused resources available on SellingBrew. The webinar Advancing Your Career in Sales Operationsdiscusses the idea of knowledge sharing in more detail, as well as offering tried-and-true tactics for promoting yourself without seeming like a jerk.

You should also check out Demonstrating the Value of Sales Operations, which can help you quantify your team’s contributions, and Taking Your Sales Operation to the Next Level, which explains how to grow from being a tactically focused team into a much more strategic part of your organization.

Your company might not recognize the value of your efforts today, but with very little work, you can begin to transform people’s ideas about sales ops, your team, and your own personal capabilities. With time and effort, you can build a reputation for expertise that can benefit your organization and your career.

Get Immediate Access To Everything In The SellingBrew Playbook

Related Resources

  • How to Develop Real Competitive "Kill Sheets"

    Competitive kill sheets are a great tool to help salespeople in the field. But most so-called kill sheets are nothing more than glorified competitive profiles. In this concise tutorial, learn how to develop real, strategic competitive kill sheets that highlight and reinforce the competitive differences that actually matter to prospects.

    View This Tutorial
  • A Modern Approach for Fixing a Costly Revenue Leak

    We recently went through a virtual negotiation training program that can help close the massive skills gap between buyers and sellers. In this research brief, we share our impressions and recommendations.

    View This Research
  • Tweaking Your Sales Strategy to Improve Margins

    A well thought-out strategy can reduce pricing pressure and increase deal velocity. Learn how relatively small adjustments to your sales strategy in a few high-leverage areas can combine and compound to produce dramatic results.

    View This Guide
  • Advancing Your Career in Sales Operations

    There's never been a better time to be working in Sales Operations. But you can’t just sit back and hope that good things will happen. In this on-demand webinar, learn strategies and tactics for Sales Ops career development.

    View This Webinar