For any size business, regardless of the age of the company, a great sales operations team is both strategic and tactical. The best time to build a sales operations team will depend on the nature of your sales process and the value you place on effective and efficient selling.
My time in sales operations has helped me connect the dots from start-up to scale. I was part of a 4 people SaaS technology start-up that grew to more than 10 times original size in less than 5 years. I was part of the M&A when that company was acquired by a small to medium business with 500+ employees. In addition, I was part of a start-up from founding to scale in North America.
I’ve thrived in the chaos of a start-up sales team that newly founded. Further, I have also seen what happens when little companies grow up and face common pitfalls. A typical pitfall in sales operations is to take a one-size-fits-all approach and implement a sales operations structure/template that worked somewhere else.
The territories, quota model, incentive structure, processes, and policies that I developed over the past years were custom and not one-size -fits-all. They tightly integrated into our products, services and sales process.
What I have learned and applied consistently is to not assume, look for the differentiators and the uniqueness of each situation.