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 the quoting tool you’ve designed? Etc. If you can answer those questions, you pretty much know if your Sales Operations team is doing well.
Let’s take an example. You’ve created some reports for the sales team so they won’t have to create them on their own anymore. You should generate a report to track the number of reports generated by the sales team to make sure it goes down as expected. You might be surprised sometimes.
Check your profitability
In fact, you should compute a return on investment on each consistent project the Sales Operations team carries. For example, a group of 3 sales ops works for six months on a new quoting tool that will increase sales efficiency as the existing one was too slow. The cost is roughly 200 K€ for the company. Before you even start the project, you should create 2 Date/Time fields on the quote object and track the average time it takes now to create a quote. The project is successful, and each sales rep saves 15 min a week thanks to this new tool. There are 100 reps in your company, and each has roughly a 600 K€ yearly quota. They work 40 hours a week. Thus, their efficiency increases by 0.25/40 = 0.63% and your new quoting tool save 600 K€*100*0.63% = 375 K€ per year.
Track your tools usage
Moreover, Sales Operations professionals are data-driven, and the tools they build might not be valuable to the Sales team. Tracking user adoption metrics is the best way to ensure that the tools you make are valued and used. Let’s say you’ve just created a new business intelligence tool on Excel for the sales reps to drive their business. A bit of VBA code and a server can give you incredible insights concerning the tool adoption. This piece of code tells your workbook to open a CSV file and log the workbook usage. In your CSV file, you’ll know how used your business tool, when, and how many times.
