Sales Process Optimization – Experiment and Refine

Process Optimization for Sales Operations professionals is like a technicians tinkering with a machine – experiment, learn, and improve.

We’ve done a few things in recent posts:

  1. Summarized the Sales Operations Job Cycle, describing the infinite loop of processes in the Sales Ops function.
  2. Dove into Sales Strategy & Planning, which is how a company sets its vision.
  3. Discussed Policy Creation, which is how companies implement their vision, through policy and processes.

The next step in the Sales Ops Job Cycle is Process Optimization. This is the responsibility of Sales Operations to constantly evaluate and improve upon the way a sales organization works, with customers and within itself.

In this post we provide you with examples of process optimization and discuss our Five Steps for optimizing processes.

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Sales Policy Creation – Linking Strategy with Operations

 

In recent posts we have been answering a question we get a lot: “What is Sales Operations?”  We have defined the roles and responsibilities of the Sales Operations job, and have started looking at each of those responsibilities.

We last looked at Sales Strategy & Planning, which is how a company sets its vision and lays out the path to get there.

In this post we dive into the next step: Policy Creation.   We’ll focus on “What (are Sales Policies),” “Why (do we have them),” and “How (do we make them).”

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Sales Strategy and Planning – What’s Your Vision? How Are You Getting There?

 

Napoleon, one of the most successful leaders of all time, built his empire on meticulous strategy and planning.

We recently answered the question “What is Sales Operations?” and defined the roles and responsibilities of the Sales Operations job.  TLDR: It’s all about the policies, processes, and analyses that support sales teams to sell better, grow faster, and be more strategic.  The Sales Ops Job Cycle is made up of 6 points:

  1. Strategy & Planning
  2. Policy Creation
  3. Process Optimization
  4. Sales Enablement
  5. Data & Technology Management
  6. Performance Analysis

In this and subsequent posts, we want to dive deeper into each of these points, and today we start from the top: Sales Strategy & Planning.  We’ll focus on the “What,” “Who,” “When,” and “How,” and finish with a plug for our Strategy & Planning tool 😊.

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What is Sales Operations?

Many people have asked us to explain our jobs in Sales Ops.  West Coast, East Coast, North, and South, it seems like few understand the day-to-day of the Sales Ops function. So we decided to help everyone out.

Sales Ops is the platform on which companies build their sales teams. It is the infinite loop of policies, processes, and analyses that supports sales teams –managers and individual contributors – to sell better, grow faster, and be more strategic. Read more

Data Is The New Oil – Only If You Can Capitalize On It

Example of data degridation

I was thinking about data, and an Economist article that I read a while back that had compared a new data center to the oil wells of the last century. The article was making a point that in the current environment data is the new currency and that companies able to monetize the data were going to be the leaders of the future. If you have not read it, you can find the link here. .Nothing earth shattering in hindsight for us in tech but something to ponder over still. Does having access to data alone makes the data worthwhile or is it only useful if you can capitalize on it?

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fullcast.io GrowthOps Podcast

The world of Sales GrowthOps is ripe with innovation and ever-changing best practices. With your host, @Tyler Simons, the GrowthOps podcast series includes industry expertise from fullcast.io, and other industry experts. We break down the Sales Ops problems we are all trying to solve in our day to day. Whether you live and breathe Sales Operations, or just appreciate a good way to route leads, the GrowthOps Podcast is a must listen to. Its great for anyone interested in hearing and learning how the unique problems in Sales Ops are being solved today. Read more

Welcome to Growth Ops

What is Growth Ops? It’s a question that we have encountered in almost all our engagements and this post is about defining Growth Ops.

It’s been over a year since my partner and I left the safety of a comfortable job to follow our passion for building a service that will help transform sales operations into growth operations. During this time we have been blessed to have been joined on our journey with a band of committed colleagues who are helping us work on this transformation and we have also been fortunate that our customers have given us this opportunity. Read more

Facebook leak, GDPR & why should we care?

We asked a few of our customers in Feb 2018, “Are you ready for GDPR?”. The most common response was, “what is it?”

Fast forward to April 2018 and all of a sudden there has been a deluge of GDPR related webinars in our inboxes from all sorts of companies asking “Are you ready for GDPR?” Its as if the bogeyman from the EU is here, and we are all headed towards a disaster. It reminded us of circa 1999/2000 when Y2K was all the rage and companies prepared for all kinds of calamitous circumstances. Read more

Keep Your Room Clean

As a father of two teenage kids, I could not help but compare the average teenager to a fast-growing company’s CRM. There are a few things common to both. They both have a voracious appetite for resources. All of us can reflect back to the days when we could devour quantities without feeling guilty. Likewise, a growing company can devour resources, both cash and people faster than you can supply. Like teens, growing companies are rebels by nature. Process and policy is an anathema to them. These are things that are perceived as bureaucracy. Its akin to teens rebelling against all the lessons of experience we as parents try to impart. Read more

Reflecting on TOPO Summit 2018

I am thinking about sales ops policy as I writing this post on my way back from the annual TOPO Summit in San Francisco. Going into the Summit, I was not sure what to expect since I am a bit skeptical about the value received from conferences. TOPO, however, was great! There was good content, yes, but more importantly, it was a summit that had attracted quite a few like-minded people. I must congratulate the TOPO team for having accomplished this. In order to have a great party, you need a connecting theme that is a shared bond among the attendees and the experience of connecting with like-minded folks become more of a celebration than the content itself. Read more