Sales Operations 101: Examples, Metrics, Roles & More
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JANUARY 20, 2023
Sales operations help your sales team close deals faster by streamlining sales processes, building compensation plans, analyzing data & more.
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JANUARY 20, 2023
Sales operations help your sales team close deals faster by streamlining sales processes, building compensation plans, analyzing data & more.
The Spiff Blog
NOVEMBER 17, 2023
As an incentive compensation manager, you hold a critical role that keeps your organization running. In this day and age, no one doubts the importance of sales compensation when it comes to driving growth for a business. What does an incentive compensation manager do? Design compensation plans.
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The Spiff Blog
OCTOBER 19, 2023
Believe it or not, the new year is right around the corner– and that means it’s time to plan your sales compensation strategy for 2024. But, in this era of constantly shifting market conditions, it can be difficult to know what changes will best set your sales organization on the path towards success.
Showpad
MARCH 3, 2020
Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales Enablement versus Sales Operations. So, what roles do operations and enablement play in the process?
The Spiff Blog
SEPTEMBER 1, 2022
If you’ve worked in sales, revenue operations, or finance for any amount of time, I don’t have to tell you how important sales compensation is. You already know the right sales compensation plan can motivate your team, improve their performance, and boost overall job satisfaction. Ready to learn more?
Sales Hacker
OCTOBER 7, 2022
Scott Barton, Varicent’s VP of Industry Solutions & 20-year sales compensation industry pro, attended WorldatWork’s 2022 Sales Compensation Conference. Despite these advances, few industry pros currently use predictive or prescriptive analytics for determining sales compensation plan effectiveness.
Canidium
MARCH 20, 2020
There are many things that go into your sales operations, and compensation planning can be one of the biggest challenges. With the right sales compensation methodology, you can get your operations right the first time.
Sales Hacker
SEPTEMBER 27, 2022
He’s an expert in the sales world, particularly in revenue operations and incentive compensation. Join us for a great conversation about driving the right behaviors within your sales team. Building a compensation structure that works for both salespeople and the company. Subscribe to the Sales Hacker Podcast.
Revegy
OCTOBER 15, 2021
Chung, notes that “some of the basic theories [of sales force compensation] established in the 1970s and 1980s still apply.” The post Setting Sales Quotas for Sales Operations Leaders appeared first on Revegy, Inc. The combination of […].
Guru
APRIL 7, 2020
Sales operations and sales enablement are both functions that aim to improve your sales performance. Sales operations ensures that your sales infrastructure — like the CRM system, compensation and incentive plans, KPI reporting, and proposal and contract management — run seamlessly.
Canidium
DECEMBER 5, 2019
Compensation planning is an integral part of sales operations. Of course, money is one of the greatest motivators, but a compensation plan is more than money. The purpose of a compensation plan is to align your corporate strategy with your customer experience (CX) and sales strategy.
The Spiff Blog
DECEMBER 8, 2022
This individual more or less had complete control over their success, and therefore, they also had complete control over their sales compensation. Once a rep is promoted to sales manager, the expectations change. They will be up late listening to sales calls and combing through opportunities in the CRM. Be their advocate.
Hubspot Sales
JUNE 28, 2019
The sales operations professional is like the coxswain for salespeople. Patrick Kelly, who led Xerox’s first Sales Operations group, describes the role as “all the nasty number things that you don’t want to do but need to do to make a great sales force.”. Sales Operations vs. Sales Enablement.
Hubspot Sales
DECEMBER 29, 2021
That's why several companies leverage something known as incentive compensation : the practice of offering financial rewards for professional excellence. Incentive compensation plans often provide an effective avenue for sales leadership to motivate their teams and encourage overperformance. Incentive Compensation Examples.
The Spiff Blog
JANUARY 12, 2022
Compensation strategy is a core factor that plays a role in any business’s ability to be successful. Often, when “bigger” issues arise, we tuck our compensation strategy away in the back of our minds and promise to revisit the topic when we have the time. Applying this Model to Your Sales Compensation Strategy.
SBI Growth
SEPTEMBER 20, 2012
As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. Modifying sales reports and dashboards to enable sales managers to track new product sales. Determine Sales Expectations.
InsightSquared
MARCH 6, 2018
Sales operations has been around for quite some time, but lately the function has been gaining momentum. Instead of behind-the-scenes sales support, sales ops now acts as a strategic partner for sales VPs and leadership. Start building out your sales operations department by hiring someone to own your CRM.
Sales Hacker
MAY 26, 2021
If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. What is Sales Operations? Any customer-facing rep who’s worked at a midsize or enterprise company is familiar with sales operations.
Bigtincan
MAY 26, 2021
Good sales operations tools save time and increase productivity so sellers and sales operations managers don’t have to spend excessive time figuring out where to find specific product documents; going over questions about the latest pricing; figuring out what this month’s sales target is; or looking over endless spreadsheets to calculate the compensation (..)
Highspot
APRIL 2, 2020
When implemented alongside strategic training, tools, and engagement techniques, sales operations can help sales teams become more productive and efficient and have a positive impact on both top- and bottom-line performance. Why is sales operations important? Why is sales operations important?
Xactly
OCTOBER 10, 2018
You need to start pulling together internal data from your incentive compensation management system, data from your CRM, and finally, information from financial teams on profitability and product revenues. Are you an Xactly Insights customer using empirical data to benchmark your incentive compensation? Watch Webinar.
Canidium
AUGUST 22, 2023
Problem-solving is a huge part of successful business operations. When you're routinely running into problems within your sales operation that hinders growth, something must be done.
Mereo
APRIL 2, 2020
At Mereo, we have developed a unique approach to revenue performance that leverages the inherently interdependent operational disciplines of demand progress, solution marketing, solution management, sales operations and sales enablement. Common Sales Operations Pitfalls. Sales Operations Solutions to Win.
Sales Hacker
OCTOBER 8, 2020
The post Compensation Cookbook: Designing Comp & Territory Plans from Scratch appeared first on Sales Hacker.
Sales Hacker
DECEMBER 21, 2017
What is Sales Operations? Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. But perhaps more than anything else, sales operations brings a system to selling.
Miller Heiman Group
JANUARY 14, 2020
In “ Finding an Extra Gear: The 2 nd Annual CSO Insights Sales Operations and Technology Study ,” researchers from Miller Heiman Group lay out the sales operations best practices that companies need to pursue to grow this critical sales function. The Broad and Diverse Focus of Sales Operations.
Xactly
JULY 26, 2018
Figuring out sales compensation is not for the faint of heart. Outdated processes and unreliable data can roadblock any company’s sales potential. WorldatWork recently partnered with Xactly to share three best practices for sales compensation. Fortunately, we’re all in this together. Watch Webinar. Watch Webinar.
SBI Growth
DECEMBER 23, 2013
How much time do you waste dealing with “exceptions” to the compensation plan? Is sales busy handling billing problems when they could be closing deals? Assign or hire someone that will be your “Data Defender” for sales. Big warning signs will tell you a data steward is needed.
Miller Heiman Group
OCTOBER 22, 2019
In this post, Kathy Venincasa, one of our inaugural Miller Heiman Group Icons and a sales forecasting master, discusses what she sees as the top four sales operations best practices. In every aspect, sales operations combines two things I love: sales performance and data analytics. Listen Now.
Xactly
APRIL 18, 2018
Sales operations and sales enablement are two sides of the same coin allowing your sales team to hone in on the actual selling motions rather than focusing on the back-end processes, tracking down training material, and optimizing the sales teams’ CRM. What is Sales Operations?
InsightSquared
NOVEMBER 29, 2017
The director of sales operations position is one of the most critical hires a company can make. It’s their job to help sales executives make sense of results and pinpoint the reasons why they fell short of or hit their goals. Click here to get a free director of sales operations job description template. ).
SBI Growth
JULY 18, 2014
Last week, in LinkedIn’s Sales Operations Group forum, the question of commission splits arose. Many Sales Ops leaders brought insights to the conversation. Sales Operations Strategy sales operations Compensation' Sales Operations Strategy sales operations Compensation'
Xactly
MAY 16, 2018
The sales compensation planning process can be complex, and unfortunately, sometimes a headache. Luckily, with the right tools, sales operations can reduce the stress and time it takes to design, test, and implement a new compensation plan, and they can work to maintain and tweak the plan throughout the year.
LeadFuze
NOVEMBER 30, 2021
How to Utilize Sales Operations Roles in Startups. If you’ve ever wondered why your head of sales is struggling to give an accurate forecast, or if the new reps that were brought in from a high flying SaaS company aren’t selling already, then it might be time for you to start managing operations roles in startups.
InsideSales.com
OCTOBER 28, 2019
?. Sales operations is a known but underutilized function for many organizations. Here, we discuss how to effectively utilize sales operations by using big data, understanding customer value, and collaborating with other parts of the organization. RELATED: The Definition of Sales Operations and How it Relates to Revenue.
Xactly
SEPTEMBER 20, 2018
From territory planning to sales team organization, to sales coaching and leadership strategies to sales compensation planning, each element helps to create a strong sales plan. Sales Compensation is one of the most important steps because it drives sales behaviors and ultimately helps your company reach its goals.
SalesLoft
JULY 18, 2016
It’s safe to say that sales operations leaders are the true masters of the sales universe in the modern age. So, the tech-savvy sales development organizations may be sales operations’ biggest and baddest allies: eager to use new tools, refine their own process and become more efficient through sales operations data.
Xactly
MARCH 22, 2018
Most of the time when I speak about the middle performers, it is because I am trying to convince a sales leader that there is value in focusing on the middle performers rather than explaining the sales incentive tools available to increase their performance. Or, keep reading for more sales plan ideas.
Understanding the Sales Force
NOVEMBER 10, 2023
Contracts, agreements, and IP law? We have a law firm for that. Investments? We use an investment firm for that.
Xactly
APRIL 19, 2018
Compensation is one of the most strategic functions of any sales organization. Unfortunately, commissions and Sales Performance Management (SPM) practices in general are often treated as a side project and do not receive the attention they deserve. What interested him in compensation initially and what drives him now.
The Spiff Blog
JANUARY 26, 2023
If your sales team is struggling to hit their numbers and you’ve already considered training, enablement, technology, and other more obvious avenues, it might be time to take a look at your sales commission structure. A good sales compensation strategy has the power to drastically improve sales performance.
Canidium
MAY 21, 2020
The effects of COVID-19 on the business; including travel restrictions, loss of clients, and furloughs, have had a noticeable impact on sales. Sales operations professionals are having to adapt across many industries. In the interim, many companies are asking sales employees to do more with fewer resources.
SBI Growth
MAY 31, 2014
I recently spoke with a sales leader, Edward, who ran a global training event. The training covered updates to the Sales Process. Edward’s compensation was tied to these events. Sales Training Sales Operations Strategy Sales Enablement Director of Sales Enablement'
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