Sales Operations

Jim Sherman

Sales Operations My Definition

The position that links

all functions, all processes,

all data & all people together

to drive business forward.

Sales

Opera

tions

Marke

ting

Customer

Support

Nine Functions That Drive

Sales Operations

1. Business Strategies

2. Business Processes

3. Communication

4. Customer Selection

& Retention

5. Systems, Tools &

Analytics

6. Sales Forecasting

7. Sales Compensation

& Incentives

8. Sales Force

Development &

Training

9. Partners

Strategy

• Corporate Strategy

• Product Strategy

• Marketing Strategy

• Sales Strategy

• Customer Service Strategy

THE ROAD MAP

Processes

• Sales Cycle

• Sales Management

• Customer Management

Communications

• Share the plan, data & other

information

• Motivate & Drive Performance

of Sales Team

• Link between Sales & other

Internal Customers

• Implements new & improved

programs & processes

Customer Selection • Contact the Customer

• Different Customer Needs

• Different Contact Methods

• Customer Profile

• Retention Rate

Customer Retention

• Set Expectations Early & Often

• Communicate on a Regular Basis

• Map out the Future of the Relationship

• Share Successes & Ask for Feedback

Systems

• Sales Force Automation (SFA)

• Customer Relationship

Management (CRM)

• Enterprise Resource

Planning (ERP)

• Data Warehouse

• Mobile Solutions

• Reporting

Analytical Tools

Analyze Pipeline & Historical Data

Evaluate Performance & Results

Identify Trends

Predictive Analysis

Cognitive Computing

Conduct Research

Portals (Sales, Customer, Suppliers, Others)

Sales Forecasting

• Forecasting Method (Opportunity, Account, Territory, Call)

• Forecasting Process (Coordinate & Manage)

• Pipeline Management

• Monthly, Quarterly, Annual Forecasts

• Activity & Historical Reports

Sales Compensation

and Incentives • Quota Setting

• Sales Territory Alignment

• Incentive Compensation

Contests & Programs

• Performance Measures

• Annual, Quarterly,

Monthly & Weekly Reports

Sales Force Development • Sales Job Descriptions

• Sales Team Assessment & Performance Reviews

• Sales Management Training

• Sales Training Programs (Spin Selling or Same Side Selling)

• Systems Training (CRM, ERP, Etc)

• Sales On-Boarding

Source: BridgeGroupInc

Partners Select partners that bring value to the business.

• Sales Partners

• Marketing Partners

• Supply Chain Partners

• IT Partners

• Product Development Partners

Where do you

need to focus?

1. Corporate Strategies

2. Business Processes

3. Communication

4. Customer Selection & Retention

5. Systems, Tools & Analytics

6. Sales Forecasting

7. Sales Compensation & Incentives

8. Sales Force Development & Training

9. Partners

Next Step

Sales Operations Institute | Jim Sherman | 608-295-7727