SalesOps stands for Sales Operations, and it is the function within a business that handles all the data, processes, technology and the strategy that make a sales team operate efficiently. Exactly what SalesOps entails will vary from one business to another, but the general idea is that it makes sales function as efficiently as possible.
My last blog post explained what RevOps was and SalesOps would be something that would fall under the umbrella of RevOps.
Key Functions of Sales Operations:
- Process Optimization – Involves things like creating standard operating procedures (SOPs) and automating workflows
- Data & Analytics – Involves managing the CRM, tracking performance and analyzing data to be able to make better sales related decisions.
- Technology Stack Management – Involves selecting, implementing and managing tools and applications used by the sales team
- Strategy & Planning – Involves sales forecasting, goal setting and compensation planning.
- Sales Enablement Support – Involves providing support to sales enablement which is another function within a business that provides the training, processes and tools a sales team needs to be successful
SalesOps Differences Based on Business Type
Sales Operations will vary based on the type of business. My primary area of expertise is in eCommerce businesses, and they don’t have the same type of sales team that something like a manufacturing company would have.
In eCommerce, the website handles most of the heavy lifting as far as making sales but there are still people customers can contact via email, live chat or phone to get additional help when making a purchase decisions who are both sales and customer support experts. They aren’t really doing the “hard” selling a manufacturing rep might do but they are still helping a customer get to the purchase stage of the sales process.
A manufacturing business would have a more traditional sales team with product experts who would answer questions via email or phone (and maybe even live chat), but who would also respond to quote requests, visit clients, go to trade shows and make sales calls. With this type of sales process, sales enablement is a much bigger focus.
More Sales, A Happier Sales Team & Happier Clients
When SalesOps is done right it will result in more sales, a happier sales team and happier clients. The team will have the resources, training and tools it needs to succeed and the client will get the information they need to make the best purchase decision.