Sales Operations: a word on the sales motion

Sales Operations enables the sales team to operate efficiently and deliver the desired business outcomes through eight key drivers: revenue planning, headcount planning, territory management, quota, compensation, pipeline management, forecasting, and analytics.

The Day to Day of Sales Operations

The role of a SOPs manager may vary from day to day. It's easy to see why. Take a look at the possible list of responsibilities SOPs takes on:

• Project management

• Strategic planning

• Organization benchmarking

• Workflow process development and documentation

• Pipeline management

• Performance measurement

• Sales compensation planning, design, administration, dispute resolution

• Territory planning, design, administration

• Data management

• Process development and implementation

• CRM operations, administrations

• Systems analysis

• Data health audits

• Sales tools enablement

• Forecasting

Sales Motion Depends on Business Model

Sales processes do not apply carte balance to every segment. Transactional sales motions will vary greatly from enterprise sales motions. Smaller organizations fundamentally move quicker than larger organizations. Buyers can be the users at SMBs while the buyer and user may be separated by several organizational layers in enterprise organizations. Below is a useful chart mapping out sales activities in the context of varying sales motions.

Qualification vs Accepted Opportunities