Sales operations (also known as sales enablement) is a set of activities and processes designed to help sales team work more efficiently and effectively. It's the middle ground between sales and marketing.
Can't my sales or marketing people do that?
Sometimes marketing is asked to provide the service, and often sales manager handle these functions themselves. However, the administrative and operational tasks that Sales Managers are asked to do often take up much of their time. Which leaves less time for the most important thing Sales Managers should be doing, coaching their sales team to help them generate revenue.
And of course, if the sales team is asked to handle these tasks it means less time from communicating with customers and prospects, which in turn leads to poor quota results.
What does Sales Operations include?
A lot! It can include performance analysis, sales strategy and process development, CRM (and other technology) implementation and customization, sales forecasting, sales compensation plan development, proposal/RFP management, market model analysis, territory development, and so much more.
That is a lot of functionality to ask of the already time strapped marketing and sales professionals on your small team. But that doesn't mean you can ignore the importance of these functions.
By outsourcing sales operations functions you can help your sales and marketing teams become more efficient by: finding new ways to optimize existing time consuming processes; add focus to sales teams efforts through performance metrics development (so you can tell if a member of your sales team needs additional training); ensure everyone knows what is expected; and of course increase revenue.
TwSpot Sales Operations services include:
CRM and other supportive technology sourcing, implementation, and administration
Market research and market model development
Territory and quota development
Sales metrics development
Sales performance and forecast reporting, and more.