Sales Operations

What it Means

Sales Operations (a.k.a. Sales Ops) is a crucial function that is designed to increase the efficiency and effectiveness of the sales team. This multidimensional role is responsible for providing the infrastructure, tools, information, and processes that the sales team needs to sell better and faster.

While the Sales Ops function may look different in every company, common tasks often include setting strategy, managing the sales tech stack, creating and maintaining reports and forecasts, defining and tracking key performance indicators (KPIs), structuring and managing compensation plans, providing training and onboarding, and creating a sales process and methodology.

Sales Ops is the behind-the-scenes powerhouse that enables and empowers the sales team to perform at their best. It is about creating a smooth, streamlined sales process and providing the sales team with what they need to focus on what they do best - selling.

Why it matters

Practical Examples

Let's imagine a small SaaS company that has recently experienced rapid growth. As the sales team expands, the need for more structured sales processes becomes apparent.

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