Sales Operations

The Sales Intelligence Blog by Vainu

8 Steps to Getting Started with Sales Operations

Behind every successful motion picture, there’s an entire team of people, responsible for different tasks, working towards the joint goal of co-creating the next blockbuster movie. The director is the creative genius with the vision, who works closely with the actors to coach and guide them in that direction. On her side, there's the producer. A film producer is running more operational tasks such as the hiring of crew and cast, scheduling, and sourcing of material.

Why are we talking about movies, you might ask? Well, because in high-growth sales organizations it’s not uncommon that the VP Sales becomes a sales liability. Sales coaching, forecasting, evaluating sales tools... are just a few of the things we usually see sales leadership spend their time on. With too many things on their plate, a VP Sales will either be letting important processes and decisions slip through the cracks, or spend way too much time looking at the numbers while not spending enough time on their people.

Having a sales operations role is a smart solution for a growing sales organizations, similar to the what a movie director seeks in their producer. By leaving more responsibility on the sales operations manager (producer), the VP Sales (director) can spend more time on leading the team towards success.

Sales Operations: What it is and Best Practices

A crucial part of a live performance happens behind the scenes. The word of the stage manager, the sound crew, the costume designer, and many other roles shape what happens on stage and bring writing to life. In a sales organization, there’s a set of activities that occurs behind the curtain to help sales organization run effectively, efficiently, and in support of business strategies and objectives. Without sales operations, the show would certainly not go on!

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