For any early stage SaaS startup, once you have identified the Ideal CustomerProfile 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.

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

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:

A brief summary on how roles can evolve in SalesOps 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