Sales Operation: Meet Your Revenue Engine
You know how you can work with somebody virtually every day but have no idea what they’re doing? That’s what Sales Operations is all about. Sales operations have grown in relevance as the volume of business data has steadily expanded and sales cycles have become longer and more complex (not to mention more computerized).
The team ensures that deals and opportunities are appropriately represented in CRM and is in charge of tracking revenue production at the granular level. Sales operations help sellers navigate through the most essential sections of the sales cycle—the deal stages—and across the finish line, where Sales Enablement gets sellers onboarded and ready to sell.
What Is Sales Operations?
The significance of sales operations is succinctly summarised in this Sales Hacker definition: “Sales Operation gives selling a system.” Sellers would be blind if they didn’t have Operations on their side, and the team is crucial in using “data to drive strategy, best practices to guide training, and technology to hack success.” Sales operations, at its core, are about assisting and enabling frontline sales personnel to sell more efficiently and effectively by giving strategic guidance and eliminating sales friction. Sales operations perform both strategic and tactical duties to accomplish this
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