Sales operations refers to the behind-the-scenes work that helps optimize the sales process. It’s the team that keeps the sales engine humming. Sales ops professionals analyze sales data, roll out new technologies like CRMs, design efficient sales workflows, set sales quotas, and handle compensation. They tackle these administrative tasks so sales reps can focus entirely on selling.
Sales ops align sales strategies company-wide and make sure sales teams have the tools and systems to succeed. Key duties include forecasting sales and reporting on pipelines and deals to provide visibility. Sales ops also manages territories, quotas, commissions, and sales training to set up reps for success. When problems pop up, sales ops steps in to troubleshoot and find solutions.
In a nutshell, sales operations handles the planning, systems, data, tools, and infrastructure that allows sales to operate at peak efficiency. By taking care of the operational details, sales ops enables reps to fully concentrate on serving customers and closing deals. Sales couldn’t thrive without the optimization and support provided by sales operations.
