A cohesive Sales Operations Strategy organizes your sales efforts to generate exponential revenue productivity. It fully integrates your marketing efforts to convert marketing into a tangible revenue plan. As a progressive sales consulting firm we accomplish this through the coordination of three core sales strategy concepts – Process, People and Data.
Process brings structure so the sales force accomplishes work efficiently. People animate that process. Data enables enhanced “customer insight” to sell with more value. Sales operations provides the sales force the capability to not only help the customer with expected needs but collaborate effectively to anticipate needs. This drives revenue opportunity for both the customer and the company. Expertise is required to find the effective balance of these strategy concepts to maximize revenue opportunity and production.
The sales organization is mathematically impacted in three areas- the quantity and quality of prospect engagement, sales close rate and average contract value. Success in executing a proper sales operation or commercialization strategy means exponential but predictable revenue growth.
The most common misconception: That sales staff and/or sales managers often have the expertise to effect an effective sales operations strategy. In fact, the opposite is more often true statistically.