Sales Operations is a collection of processes, tools, and activities used to monitor, manage and accelerate the sales process and to improve the productivity and performance of the sales team.
When a Sales leader hires the first individual contributor, she needs to figure out how to train, incentivize, provide appropriate tools, territory plan, determine quota, answer procedural questions, facilitate incoming orders, and analyze the new person’s sales effectiveness.
This process repeats itself with each new hire. Soon, the sales leader can no longer perform these activities plus handle her own sales responsibilities (e.g. selling, recruiting, hiring, motivating, skills coaching, forecasting, achieving quota, etc.) As the sales team grows, so does the complexity and the pressure to perform.
That’s where Sales Operations (Sales Ops) come in.
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