What Is Sales Operations? A Complete Guide
Discover how sales ops leads to faster, smarter selling for your entire team.
When J. Patrick Kelly invented sales operations at Xerox in the 1970s, he described it as “all the nasty number things you don’t want to do, but need to do to make a great sales force.”
Fast-forward to today, and sales ops has gone from doing a number of things to doing all the things. 82% of sales professionals say sales ops plays a critical role in growing their business, according to the latest Trends in Sales Ops research report. Sales operations professionals have long been the experts in process efficiency, but leaders are increasingly looking to them to boost productivity in resource-tight times. They’re responsible for bringing data and technology to every corner of the sales process, so sales can do more with less.
It’s a lot. But help is on the way. Below, we share how sales operations can thrive — not just survive — as its responsibilities grow. You’ll discover the secrets of a great sales ops team, and how to build one yourself.
What you’ll learn:
What is sales operations?
Why does sales operations matter?
What does sales operations do to the sales process?
🕝 Make the sales process more efficient.
🏆 Find and scale best practices.
🎯 Report on sales performance.
Set aggressive sales forecasts — and hit them.
🌍 Lead sales planning.
What are the roles and responsibilities of a sales operations team?
What are the most important tools for a sales operations team?
🔎 CRM Software
📈 Sales Enablement Tools
📍 Territory Planning Tools
Maximise sales opportunities with better territory planning.
Learn how territory planning can help you design balanced territories in hours, not months.
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