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Sales Operations
Jim Sherman
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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
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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
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Strategy
• Corporate Strategy
• Product Strategy
• Marketing Strategy
• Sales Strategy
• Customer Service Strategy
THE ROAD MAP
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Processes
• Sales Cycle
• Sales Management
• Customer Management
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Communications
• Share the plan, data & other
information
• Motivate & Drive Performance
of Sales Team
• Link between Sales & other
Internal Customers
• Implements new & improved
programs & processes
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Customer Selection • Contact the Customer
• Different Customer Needs
• Different Contact Methods
• Customer Profile
• Retention Rate
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Customer Retention
• Set Expectations Early & Often
• Communicate on a Regular Basis
• Map out the Future of the Relationship
• Share Successes & Ask for Feedback
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Systems
• Sales Force Automation (SFA)
• Customer Relationship
Management (CRM)
• Enterprise Resource
Planning (ERP)
• Data Warehouse
• Mobile Solutions
• Reporting
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Analytical Tools
Analyze Pipeline & Historical Data
Evaluate Performance & Results
Identify Trends
Predictive Analysis
Cognitive Computing
Conduct Research
Portals (Sales, Customer, Suppliers, Others)
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Sales Forecasting
• Forecasting Method (Opportunity, Account, Territory, Call)
• Forecasting Process (Coordinate & Manage)
• Pipeline Management
• Monthly, Quarterly, Annual Forecasts
• Activity & Historical Reports
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Sales Compensation
and Incentives • Quota Setting
• Sales Territory Alignment
• Incentive Compensation
Contests & Programs
• Performance Measures
• Annual, Quarterly,
Monthly & Weekly Reports
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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
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Partners Select partners that bring value to the business.
• Sales Partners
• Marketing Partners
• Supply Chain Partners
• IT Partners
• Product Development Partners
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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
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Next Step
Sales Operations Institute | Jim Sherman | 608-295-7727
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