In order to continually improve sales performance, your company may need more than just more sales agents and sales leaders with sparkling resumes. You may need to add technical data-driven capabilities, and that requires Sales Operations.
What Sales Operations Can Do
Sales operations supports the sales force by providing:
- Metrics on past and current sales performance
- Insights from market research
- Technical support, particularly with customer relations management platforms
- Agent and product training
- Incentive program development
Sales operations may be the team behind the development of sales systems and processes—i.e., the set of practices that streamlines both the salesperson’s activities and the customer’s purchase process to reduce time spent selling and increase average sale value.
When You May Need Sales Operations
The interplay between sales leadership/management and sales operations can make it difficult to distinguish one from another. In fact, in small organizations, the same person or group may perform sales operations functions. But, if you want your organization to grow, you will likely need sales operations to enable higher volume and higher value sales.
Some sales industry leaders suggest a dollar value—around $1 million in recurring sales revenue—as a benchmark for when you need to expand. However, every company is different. Even if you cannot afford a dedicated sales operations director, let alone a team, you cannot afford to not introduce the skills and insights operations brings into your existing sales organization.
Outsourced Sales that Comes with Built-in Sales Operations
If you thought recruiting and training your own sales team was challenging, try to find the expertise you need to launch sales operations. While sales operations allow your sales force to focus on selling and managers on leading, finding the right people for the job can take you away from yours for months. Or, you can choose Sales Focus Inc. for sales outsourcing. SFI provides more than sales team development. We provide the sales operations you need to generate winning sales strategies, implement the most effective CRM and sales tool software, develop customized training programs, etc. Our S.O.L.D.™ process works to quickly establish the systems and sales force your company needs for fast and sustainable results.