Sales Operations as a Management Discipline

Sales people without sales operations will fail to produce optimal sales results.

Sales Operations organizes your sales efforts to generate profitable revenue. It fully integrates your marketing and customer success initiatives through effective utilization of people, process, and data within the sales function itself.  Even the best salespeople cannot produce sales results without effective process, and no one can manage a sales organization without the right data.  Success in executing a proper sales operation or commercialization strategy means exponential but predictable revenue growth.

42.5% of sales reps take 10 months or longer to become productive enough to contribute to company goals and only 60% of sales reps will ever meet quota.

(Source: Accenture and CSO Insights)

Measuring the Value of Sales Operations

Sales Operations Key Performance Metrics

Measuring sales performance is a common challenge. Companies consistently hire salespeople without identifying sales process, developing effective collateral, establishing realistic productivity expectations, providing necessary systems and tools, or even building a workable sales compensation plan. It’s no surprise why average B2B sales attrition is 27% (Aaron Ross, Predictable Revenue) and companies continue to miss profit margin and revenue production goals. When process and data are insufficient, sales management is impossible.

Our Sales Strategy


Sales people secure leads through direct lead generation or effective handoff from marketing operations.  Lead generation, sales enablement, and sales validation from integrating marketing and sales will dramatically increase both quantity and quality of leads secured by sales.


Through a discovery and qualifications process, the key function of sales is to identify the prospect’s problem and match a solution. Effective collateral at each stage of the sales process allows the salesperson to help the prospect make an informed and favorable buying decision.


Guiding a lead to make the right buying decision is partially salesperson capability and partially company sales operations capacity. The salesperson effectively animating your sales process, with all the necessary tools and resources, will lead to productive sales conversion.

Our Sales Operations Strategy

Your Revenue Production Process is Incomplete without Sales Operations

Sales operations organize the sales efforts for improved return on investment for every dollar spent in sales compensation as well as all other aspects of your sales budget.  People and process are key components to produce sales conversion while quality and quality of lead generation, sales close rate, and average contract value are essential measurements of sales success.  Sales operations provide 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.

What Our Clients are Saying…

The Financial Operations Model by Atomic Revenue was instrumental in gaining traction and generating revenue for our software service company. Throughout the process, our pricing structure was revised multiple times but more importantly, we grew a much better understanding of every fine detail in regards to what it cost us to provide our service and product. This perspective was crucial to making a variety of decisions about our product and how to best deliver it to the market. Continuing to use this financial model as a way to evaluate our operations has made it much easier to make evidence-based decisions on how to grow our company.

Adam Weber
Learn more about Financial Operations Models...


Tara and Atomic Revenue were invaluable in our process to streamline multiple data points to provide and present the KPI reporting that really matters to Executive Management.

Nathan Nelson
Marketing Operations Director, Enterprise Bank & Trust
Learn more about KPI Management...



Atomic Revenue has greatly impacted my work experience at OMiga, by shortening my sales ramp-up period. Their sales tools have helped me communicate real value to the 17 new clients I have on-boarded since joining OMiga only 7 months ago. I appreciate OMiga’s understanding of the importance of putting the right infrastructure in place to allow me to be successful from the start. Atomic Revenue has worked with us to create highly compelling rationale on exactly why customers should buy from us.

Jason Clark
Sales Executive, OMiga
Learn more from our OMiga Case Study...



As good as I thought I was at sales and marketing, and I’ve been doing this for 20 years, I’ve learned through working with Atomic Revenue how little I actually knew about the integration of marketing and sales, and how much money I have wasted over the years. I look back at all the middle-market companies that I have worked for over the years and none of this revenue strategy is even on their radar.

Michael Hollingsworth
CEO & Founder, Centerprism
Learn more about Revenue Operations...



One of the most valuable outcomes of our engagement with Atomic Revenue has been the Impact Declarations. Now seeing how powerful they are in collateral it is clear why Value Propositions aren’t enough.

Tom Cooper
Co-Founder & CTO, Boosterville
Learn more about the Core Messaging Program...



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