I have been working within start-up style companies for most of my career. As the 4th employee hired in my current company, I have both witnessed and participated in the company’s growth before its acquisition and thus, have been a major player of the founding team that today employs 300+ personnel worldwide. Through my experiences I have realized a commonality between start-ups: corporate processes are not defined or implemented, forecasting and sales planning is executed on a day-by-day basis, and everyone within the company must wear multiple hats; from project manager to sales person to production as well as technical support (essentially a ‘jack of all trades’).
As the company grows and more employees are added it is necessary that roles become defined and interfaced with the rest of the team in order to fulfill the company’s expectations. A particular role that is often neglected, but paramount in establishing a successful sales forecast and strategy is the role of Sales Operations (sales ops). Today’s post is about the importance of sales ops, their function within the corporation, and how this role helps you scale your sales team.
Sales Operations Core Functions:
All too often, the term Sales Operations acquires a misleading portfolio. It is generally interpreted as a Sales Team’s Administrative Assistant, responsible with overseeing the behind the scenes tasks such as: creating quotes, scheduling meetings, updating CRM, etc. This however, is far from the truth of the actual role.