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.

The right metrics for your outbound SDR team

The right metrics for your outbound SDR team An outbound SDR (Sales Development Representatives) team generates meetings for account executives. Unlike inbound SDRs, they don’t process marketing leads or inbound calls. They don’t carry any quota, but their compensation plan usually takes into account the number of scheduled meetings and generated revenue. In this post,…

Details

Scale sales processes with buttons and URL hacks

Scale sales processes with buttons URL hacks Sales Operations design sales processes so the top management can have visibility on sales activities. Defining calls, meetings, sales qualified leads, etc. in the system is the key. When each individual has its definitions of sales activities, it’s impossible to report on it. Let’s take the example of…

Details

Get rid of reporting headaches with slicers

Get rid of reporting headaches with slicers Reporting possibilities grow with your company, and Sales Operations needs to keep up the pace. Your Sales team grows, your engineering team builds new products, your sales organization is getting more complicated, and Sales Operations is crunching data every day. The Sales team needs the most flexible and…

Details

Model

Visualize your data model with Schema Builder

Visualize your data model with Schema Builder Sales Operations needs to understand the company data model before being able to create basic reports and dashboards. When you install Salesforce, there are few standard objects like account, contacts, and opportunities. As the company grows, you’ll need to create dozens of custom objects, and the data model…

Details

Design flexible processes with Jitterbit Cloud Data Loader

Design flexible processes with Jitterbit Cloud Data Loader As the saying goes, garbage in, garbage out. Poor data quality produces poor insights. Sales Operations has to check and improve data quality in all systems. In another post, I explain why you need consistent processes. In this post, I’ll show you one way of designing flexible…

Details

Increase Sales efficiency with Data Mining

Increase Sales efficiency with Data Mining Data mining can make a massive difference in startups. Most startups begin with an empty CRM, and sales hunters spend hours creating new accounts and new contacts. Having someone who masters data mining can save hours of tedious work. In this post, I’ll show you how data mining can…

Details

Track your own Sales Operations metrics

Track your own Sales Operations metrics Sales Operations should create and track Sales efficiency metrics as it is one of their core missions. Sales Operations usually build reports for many departments, but having their metrics is essential as well. Are your processes smooth? Do sales reps use the tools you developed?  Are they efficient with…

Details

Analyze pipeline history to improve forecast accuracy

Analyze pipeline history to improve forecast accuracy Pipeline historical data can be hard to get. Salesforce reports mostly show real-time data. Unless you master Salesforce, you won’t be able to retrieve opportunities historical data. Having this data can be quite useful for forecasting, as there is a tight relationship between a consistent pipeline and projected…

Details

How to prevent cheating during sales contests?

How to prevent cheating during sales contests? Sales contests are great to boost sales productivity but can be counterproductive when sales reps cheat. Cheaters win all the time, and the most honest sales reps withdraw from contests. In the end, cheating brings dissension among sales reps and your company is giving money away. How to…

Details

When processes reveal bad behaviors

When processes reveal bad behaviors When I implemented Salesforce.com for a SaaS startup in Paris, the procedures I designed revealed bad behaviors. I developed methods to measure and improve Sales & Marketing performance, nothing more. In this post, I’ll show you how I realized that our Marketing team was sandbagging Marketing Qualified Leads – MQLs.…

Details