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Concept
Sales operations
Résumé
Sales operations is a set of business activities and processes that help a sales organization run effectively, efficiently and in support of business strategies and objectives. Sales operations may also be referred to as sales, sales support, or business operations.
The set of sales operations activities vary from company to company but often include these five categories:
Sales force enablement
Sales process development
Sales process adoption and compliance
Sales development
Sales training
Sales force communications management
Business analytics
Sales metrics
Sales forecasting
Sales administration
Proposal/contract development
Vendor selection and management
Planning process stewardship
Attainment planning
Incentive sales compensation plan design
Go-to-market (GTM) strategy alignment with roles and components
Territory analysis and definition
Goal setting
Sales operations mandate and design
Chief of staff to the sales organization
Stewardship of sales force capacity
Initiative change management
Sales operations team design
Sales operations talent management
The sales operations team members are often liaisons for sales to other parts of the organisation such as finance, marketing, legal, QA and IT departments. They represent the needs of sales in meetings and cross-functional projects.
More and more companies are forming sales operations departments within their organizations and, per the sales operations excellence center, sales operations is an established process and considered to be vital contributor to business operations and accounting functions.
Sales operation analysts as a department usually have sales analysts who work directly under them, supplying them with the data needed to make decisions. These decisions can transform a fragmented and stilted model into a customer-adaptive enterprise.
Nowadays, many businesses use internet tools to improve sales function.
The UK's Institute of Directors argues that every growing business requires an effective sales strategy.
Source officielle
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