Episode 

Sales Ops: Improving the Efficiency of your Sales Engine

December 8, 2020
4 Mins
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Sales Ops: Improving the Efficiency of your Sales Engine

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Rachit Parekh
Investments, Accel
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Sales Ops: Improving the Efficiency of your Sales Engine
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Summary

For any early stage SaaS startup, once you have identified the Ideal Customer Profile who find immense value in your product, gaining sales momentum & replicating the sales playbook becomes critical.

A typical sales representative ends up spending 65% of time doing non-revenue generating activities which are otherwise essential to the business.
sales engine

Enter Sales Ops

Sales ops is the guardian of any sales process & helps you run the sales function better, saving time & improving efficiency for the sales team!

Key Roles & Responsibilities of the Sales Ops Team:

  • Work closely with sales mgmt to analyse sales data and process to identify opportunities for revenue optimisation
  • Setup reports on sales KPIs for the leadership and manage sales data updation CRM
  • Provide insights to sales team on what is working/not working & how the pipeline is shaping up
  • Interfacing with marketing, customer success and product team to drive sales objectives, strategies and initiatives
  • Support the assignment of sales quota and administration of commission plans
  • Coach & train new sales team members to enable fast ramp-up
life of sales rep

What are the different roles in Sales Ops and when should you hire them?

A standalone Sales Ops team member starts becoming relevant once the company reaches closer to $1M. In a large SaaS enterprise, the following is the typical structure of the Sales Ops & Enablement team:

sales engine sales ops

A brief summary on how roles can evolve in SalesOps team

sales ops team

How do you measure the effectiveness of a Sales Ops team?

  • Effective Sales Time: Time spent by Sales reps in client interactions vis-a-vis time spent on internal interactions, meetings and admin work
  • Sales Forecasting & visibility: Accuracy of sales forecasts vs. the actual targets achieved
  • Length of Sales Cycle: The average duration it takes to seal a dea
  • Sales Rep ramp-up time: Streamlining the documentation, training process and onboarding process to minimise the time taken for a new sales representative to operate at full capacity
  • Sales Quota Achievement: Setting up of realistic targets for sales teams and 100% achievement by the team
  • Lead conversion funnel: Sales process improvement to improve the relevance of leads coming into the funnel and enable sales reps to focus on most relevant leads

Related Articles:

  1. SaaS Playbook: Sales
  2. Align your Sales & Marketing with the Buyer Journey
  3. Tackling High-Growth Problems Early On
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