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:
Workflow process development and documentation
Sales compensation planning, design, administration, dispute resolution
Territory planning, design, administration
Process development and implementation
CRM operations, administrations
Data health audits
Sales tools enablement
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
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