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Sales Operations
Jim Sherman
Sales Operations My Definition
The position that links
all functions, all processes,
all data & all people together
to drive business forward.
Sales
Opera
tions
Marke
ting
Customer
Support
Nine Functions That Drive
Sales Operations
1. Business Strategies
2. Business Processes
3. Communication
4. Customer Selection
& Retention
5. Systems, Tools &
Analytics
6. Sales Forecasting
7. Sales Compensation
& Incentives
8. Sales Force
Development &
Training
9. Partners
Strategy
• Corporate Strategy
• Product Strategy
• Marketing Strategy
• Sales Strategy
• Customer Service Strategy
THE ROAD MAP
Processes
• Sales Cycle
• Sales Management
• Customer Management
Communications
• Share the plan, data & other
information
• Motivate & Drive Performance
of Sales Team
• Link between Sales & other
Internal Customers
• Implements new & improved
programs & processes
Customer Selection • Contact the Customer
• Different Customer Needs
• Different Contact Methods
• Customer Profile
• Retention Rate
Customer Retention
• Set Expectations Early & Often
• Communicate on a Regular Basis
• Map out the Future of the Relationship
• Share Successes & Ask for Feedback
Systems
• Sales Force Automation (SFA)
• Customer Relationship
Management (CRM)
• Enterprise Resource
Planning (ERP)
• Data Warehouse
• Mobile Solutions
• Reporting
Analytical Tools
Analyze Pipeline & Historical Data
Evaluate Performance & Results
Identify Trends
Predictive Analysis
Cognitive Computing
Conduct Research
Portals (Sales, Customer, Suppliers, Others)
Sales Forecasting
• Forecasting Method (Opportunity, Account, Territory, Call)
• Forecasting Process (Coordinate & Manage)
• Pipeline Management
• Monthly, Quarterly, Annual Forecasts
• Activity & Historical Reports
Sales Compensation
and Incentives • Quota Setting
• Sales Territory Alignment
• Incentive Compensation
Contests & Programs
• Performance Measures
• Annual, Quarterly,
Monthly & Weekly Reports
Sales Force Development • Sales Job Descriptions
• Sales Team Assessment & Performance Reviews
• Sales Management Training
• Sales Training Programs (Spin Selling or Same Side Selling)
• Systems Training (CRM, ERP, Etc)
• Sales On-Boarding
Source: BridgeGroupInc
Partners Select partners that bring value to the business.
• Sales Partners
• Marketing Partners
• Supply Chain Partners
• IT Partners
• Product Development Partners
Where do you
need to focus?
1. Corporate Strategies
2. Business Processes
3. Communication
4. Customer Selection & Retention
5. Systems, Tools & Analytics
6. Sales Forecasting
7. Sales Compensation & Incentives
8. Sales Force Development & Training
9. Partners
Next Step
Sales Operations Institute | Jim Sherman | 608-295-7727
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