Sales Operations

 

Sales Operations as Management Discipline

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

%

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 the 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

Secure Leads

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.

Educate Prospects

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.

Convert Engagement

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 Adam has to say about Atomic Revenue...

The Financial Operations Model by Atomic Revenue was instrumental in gaining traction and generating revenue for our software service company. 

Adam

Founder Lifeblood.io

 

What Nathan has to say about Atomic Revenue...

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

What Jason has to say about Atomic Revenue...

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. 

Jason Clark

Sales Executive, OMiga

What Tom has to say about Atomic Revenue...

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

What Karen has to say about Atomic Revenue...

When I met Atomic Revenue, bank leadership was happy with our traditional marketing but we had no marketing attribution data. Without performance benchmarks, we cannot measure the effectiveness or return-on-investment of a marketing budget. The market required a shift away from traditional marketing campaigns, but credible ROI metrics would be necessary to measure the improved impacts on buying behavior. This is the problem that Atomic Revenue solved for us.

Karen Loiterstein

Sr. VP Marketing

What Hassan has to say about Atomic Revenue...

We were looking to build our brand and better understand how to implement a digital marketing strategy designed to attract, engage and retain clients. Atomic Revenue's Digital Operations Audit shed light on what was working, and not working as well as we would like, allowing us to focus on what needed to be done without spinning our wheels.

Hassan Megahy

Director of Operations, HIPPAtrek

What Josh has to say about Atomic Revenue...

The digital audit Atomic Revenue performed for us was very thorough and was followed up with practical and concrete ways to improve performance, save money and approach our digital marketing efforts."
 

Josh Edler

Director of Digital Marketing, Decantery

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