SellingBrew

Insights & Tips

Already a subscriber? Login

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

Don’t Check the Box on Sales Ops

From our vantage point here at SellingBrew, it’s clear that companies are focusing much more attention on sales operations. New departments are being established. New positions and roles are being defined. Of course, we think the increased focus and attention is definitely a step in the right direction.

But we can’t help asking…Are they doing it for the right reasons?

Honestly, how often have companies done something simply because everyone else seems to be doing it? How often will they pursue something new because someone mentioned it at the last Board meeting? And how often will something suddenly become a priority after an analyst asked about it during the last conference call?

All too often, it seems like companies are just “checking the box” on a shopping list. CRM system? Check. Marketing automation platform? Check. Social media program? Check. Sales operations function? Check.

When companies view sales operations as a tactical to-do item, they’re missing-out on a number of strategic and organizational benefits, including:

  • Bridging the gaps between objectives and strategy in the executive conference room and day-to-day execution in the field.
  • Coordinating and aligning the other departments in the company to provide the necessary sales support and enablement.
  • Improving and optimizing the overall sales process to increase the productivity and effectiveness of the entire sales force.
  • Transforming customer data, sales metrics, and performance reports into actionable insights, predictions, and recommendations.

The point is, don’t just check the box on sales operations. Put some serious thought into how to maximize the benefits and turn the promise into reality. After all, what could be more strategic than creating a more effective and efficient sales operation?

Get Immediate Access To Everything In The SellingBrew Playbook

Related Resources

  • Seven Building Blocks of Sales Effectiveness

    In sales, it can be challenging to know where to focus your attention and resources. This guide provides a framework of the seven areas where improvements have the most impact on close rates, cycle times, deal sizes, and margins.

    View This Guide
  • Crucial Sales Operations Concepts

    What sets a great Sales Ops team apart often comes down the core concepts and principles they embrace. In this on-demand webinar, you'll learn about 15 fundamental concepts that every Sales Ops leader and practitioner needs to understand inside and out.

    View This Webinar
  • The Fundamentals of Sales Intelligence

    In Sales Ops, it's easy to feel like decisions are made in a vacuum. But the reality is that there are many sources of intelligence you can leverage to help the sales team sell more effectively, now and in the future.

    View This Webinar
  • Conducting Whitespace Analytics

    What if there was a way to analyze all of your customers at once, identify the whitespace opportunities, and serve them up to the sales team on a platter? Learn the seven step process for doing just that.

    View This Webinar