To understand where to focus on your sales operations transformation journey, start by asking yourself and your organization a few simple questions:
- How much of your sales resources are in sales-support roles versus front-line sellers and sales managers?
- To what degree is your sales-operations function centralized or dispersed by customer segment, business unit, or region?
- What are the metrics and reports you use for sales-performance management activities? How standardized are they, and how often are they generated centrally?
- How are sales resources allocated? How are they balanced between future customer opportunity and current bookings?
- How much time do your salespeople spend on non-customer-facing activities (e.g., proposal/quote preparation, researching customer information, admin) each week?
- What is the talent profile of people who have joined sales operations in the past 12 months?
Authors: Bertil Chappuis, Brian Selby
Source: Looking Beyond Technology to Drive Sales Operations
Subject: Sales Questions
Source: Looking Beyond Technology to Drive Sales Operations
Subject: Sales Questions
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