Insights & Tips

Already a subscriber? Login

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

The 5 Most Important Questions in Sales Ops

People from many different walks of life have offered their opinions on the most important questions in life.

For example, scientist Albert Einstein said the most important question is “Is the universe a friendly place?”

Late-night talk show host Johnny Carson thought the most important question was “Are you ready?”

Historian and author Yuval Noah Harari wanted to know “What should we do with all the superfluous people, once we have highly intelligent non-conscious algorithms that can do almost everything better than humans?”

Novelist and poet Alice Walker said the most important question is “Why is the child crying?”

Actor Tommy Lee Jones said it’s “When is lunch?” But another actor, Marlon Brandon, took a deeper perspective, saying the most important question is “Do you really know what you know?”

And for Amazon’s Jeff Bezos, the most important question is “Is my mission improving the world?”

We’re not sure if any of those people are right about the most important question in life (though we do like the idea that lunch should be pretty high on the list). However, we are pretty confident that we know the most important questions in sales ops.

As you’ve probably gathered by now, here at SellingBrew we’re passionate about sales ops because it’s so perfectly positioned to help a company grow. True, the function sometimes gets saddled with a lot of tactical to-dos, and we do need to struggle constantly against that tendency. But sales ops also sits at the nexus of the information, tools, and skills that can make a huge difference in the company’s success.

We’ve found that if you want to realize the full potential of the sales ops function, you need to focus on five key questions:

  1. Where can we make more money?
  2. Which customers should we target?
  3. Where do we have the advantage?
  4. Where can more growth come from?
  5. Which offerings should we focus on?

These questions not only help improve the company’s bottom line, they also prove the value of sales ops over and over again. Strategic sales ops teams ask themselves these questions constantly because the answers often change over time. Some successful teams choose to focus on one question at a time, while other have a formal process where they analyze all five once a quarter. The important thing is that these questions are shaping their thought processes and activities on a daily basis.

If you aren’t currently focusing on these questions, read through our guide Driving Strategic Decisions with Sales Analytics, which covers these questions — and their importance — in greater depth. You should also check out our webinars Demonstrating the Value of Sales Operations and Exceptional Sales Ops Teams. Both explain how developing a more strategic approach can help your team add value — and prove your worth — to the company.

And while that might not be the most important thing in life, it’s pretty important for your career.

Get Immediate Access To Everything In The SellingBrew Playbook

Related Resources

  • How to Make Insight-Based Selling Actually Work

    Leveraging customer and industry insights in the selling process is a hot topic these days. In this recorded and transcribed interview, John Thackston reveals what it really takes to turn insight-based selling into an operational capability.

    View This Interview
  • The Metrics Sales Leaders Should Be Managing

    You need to track and manage sales metrics, but which metrics are the most important? In this guide based on research from Vantage Point Performance and the Sales Education Foundation, Jason Jordan reveals the ones that really matter.

    View This Guide
  • Neutralizing the Sales Team's Go-To Excuses

    When things don't turn out as expected or desired, it's just human nature to look for explanations beyond what might be perceived as a personal failing. Learn how Sales Ops can address the common "reasons" for poor sales performance.

    View This Webinar
  • Combating Competitive Pricing Pressure

    Pricing pressure is just a fact of life. But how well you handle that pressure can determine whether your business ultimately succeeds or fails. This guide exposes 15 ways to address (and prepare for) competitive pricing pressure.

    View This Guide