Sales Operations

In most companies, people build or sell products. Sales Operations doesn’t fit in one of these categories. It’s rather an interdisciplinary role that supports the sales department. Simply put, they boost sales efficiency with tools and help management taking data-driven strategic decisions.

Tell a story through your dashboards

Tell a story through your dashboards Analysts build so many reports and dashboards that it gradually becomes impossible for the management team to focus on the primary key performance indicators – or KPIs. Together, they should choose the KPIs that they want to track on a daily, weekly or monthly basis. Let’s say the business…

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Help sales managers analyze CRM data

Help sales managers analyze CRM data Today, sales managers have access to more data than ever. Salesforce login times, calls, meetings, new contacts, new opportunities, Sales managers can monitor anything they need. Sales operations create new processes and make sure that data is reportable. The more information they create, the more they’ll be able to…

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Don’t waste your time sending and formatting reports

Don’t waste your time sending and formatting reports Sales Operations is in charge of reporting because they own data, automation, and processes. The whole company needs reporting. If you don’t automate reporting as soon as possible, you’ll be overwhelmed. In this post, I’ll share few tricks I’ve found down the road, so you don’t get…

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Salesforce profiles, the cornerstone of any robust platform

Salesforce profiles define how users access objects and data, and what they can do within the application. In this post, I’ll share the best practices regarding profiles administration.  Reduce the number of profiles as much as possible I believe that one of the main reasons why Salesforce profiles are neglected is because they are quite…

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How to improve Salesforce user adoption?

How to improve Salesforce user adoption? Salesforce user adoption is one of the significant challenges Sales Operations faces every day. New business processes don’t worth a penny if users don’t adopt them. Change management is the hardest thing to get right. In this post, I share a few tips to increase Salesforce user adoption. Reduce…

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Are sales representatives following your processes?

Are sales representatives following your processes? If that situation seems familiar to you, then you should review the processes you have designed. On the one hand, sales representatives do not want to fill in information about leads, calls, meetings, quotes, and opportunities in the system. They want to sell. On the other hand, sales managers ask…

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A consistent sales pipeline starts with a consistent sales process

A consistent sales pipeline starts with a consistent sales process. The sales pipeline is the total amount of open opportunities. It is useful for day-to-day operations, territory management, forecasting, etc. Forecasting is especially crucial as it shows you master your business. Startups investors and big companies top sales leaders will expect high forecast accuracy. If…

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Searching for a report shouldn’t be an epic quest

Most users shouldn’t create reports Salesforce users struggle to get the report they want if you don’t help them. Most of the time, they don’t even know what they’re looking for. They understand why they need some data, have a rough idea of what they need to see in the report, but they have no…

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How can Sales Operations prevent sandbagging?

How can Sales Operations prevent sandbagging? Have you ever bet a small amount at Poker even though you knew you had the best hand, just to keep other players in the game? That’s sandbagging. In the business world, sandbagging means hiding opportunities. This behavior appears at all levels. In this post, I’ll share a few tips…

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Which sales compensation plan should you choose?

Which sales compensation plan should you choose? Choosing the right sales compensation plan is decisive as it will drive sales behaviors. It’s a very efficient way to align sales activities and sales objectives. In SaaS companies, sales compensation plans are even more complicated as these companies need to retain their customers. So how to get…

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