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.
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: