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:
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
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