Sales strategy refers to the overall plan and approach a company takes to sell its products or services. For a sales operations role, the sales strategy involves coordinating and optimizing the systems, processes, data, and tools used by the sales team to meet revenue goals. The sales ops team works closely with sales leadership to analyze past performance, identify challenges and opportunities, and implement strategies to improve sales activities.
Key elements the sales ops team may focus on include:
- Establishing efficient sales processes – Mapping out lead generation, qualification, pipeline management, forecasting, compensation, and other sales workflows.
- Implementing sales technologies – Identifying, rolling out, and optimizing CRM, sales engagement, and other sales tools.
- Analyzing sales data – Tracking KPIs on lead conversion rates, sales cycle length, win/loss metrics, rep productivity, and more to uncover insights.
- Sales training and enablement – Creating training programs and content to improve rep skills and product knowledge.
- Sales reporting – Developing dashboards and reports to provide visibility into sales performance at macro and micro levels.
- Sales methodology – Defining the optimal sequencing of sales stages, activities, and buyer interactions to improve results.
The goal of sales strategy for sales ops is to build a well-oiled revenue engine that empowers sales teams to efficiently hit their targets.
