Lack of adequate resources, more frequent planning cycles, recruiting and retaining talent, and finding accurate, easy-to-access data top the list of challenges faced by sales operations pros.
At the same time, this group is grappling with a lack of resources to make this happen. What options are available to help?
Project management expertise
Staff augmentation is a proven path to scale when your strategy is firing on all cylinders
If you haven’t done so already, consider options like staff augmentation to support your initiatives. Specialists can help you with common sales operations’ responsibilities.
For example, how many sales leaders are able to ascertain the total addressable market in addition to doing their main job? You may want someone who has the technological and analytical skills to do tasks like this and many others, freeing you up to be more efficient and effective.
With this example in mind, consider the impact extra help can make in these four ways:
#1 Accurate and up-to-date data
Sales operations pros must have internal and external data that is accurate and up-to-date. CRM data must be rigorous hygiene and updated regularly. It’s only with clean data that sales ops can make the best decisions on items like territory planning, quota assignments, accounts to target, and more.
But much of this “behind the curtain” data work can be done by technical specialists. Now you have time to turn the data into actionable insight.
#2 Tech stack management and optimization
Tech tools have become more important than ever. At a minimum, a tech stack, led by a CRM system, functions as an essential single source of truth for a sales organization.
But the more programmatic, day-to-day aspect of integrating layers in the tech stack, managing it, and adding regular enhancements can divert valuable attention from the mission of bringing strategic value to the business.
Outside specialists can help you execute your strategy of building an effective tech stack — from CRM to sales intelligence to sales enablement.
#3 Sales operations reporting
Many companies struggle to build meaningful sales ops reports due to the moving parts involved and the sheer amount of data needed. If you don’t have a solid grasp of your sales workflow and how your tech stack works, then putting together your sales reports can be overwhelming.
Again, contingent staff can help you get this under control. You get time back to spend on strategy and data-informed decision-making.
#4 Effective monthly business rhythm
Whether your sales planning is annual or quarterly, all sales operations have a monthly cadence. This is reporting sales results, variances to plan, executive business review support, and corrective action implementation.
Managing this process is stressful. Support from outside project management specialists can help you focus on insights and recommendations, and less time on the details of keeping the “trains running on time.”
Moving strategic value to the center
With an increasing amount of responsibilities on their plate, many sales operations pros find it challenging to prioritize their duties. Almost two in five respondents struggle to find the proper balance between strategic and operational responsibilities. Too much time is spent “fighting fires.”
Offloading common tasks can free up time for sales operations pros to become more strategic. This enables them to become an indispensable part of the team making decisions for the sales organization.
To learn how our project teams can help your sales operations go from reactive to proactive, contact us today.