Sales Operations: Tips and Best Practices for B2B Sales Teams

Sales Operations, also known as SalesOps, is a term used to collectively describe the roles, units, processes, and activities of a sales organization. Sales Operations enable, drive and support the sales teams to be able to sell their products quickly, efficiently, and effectively. There are a few technologies and strategies which will help you build Sales Operations for your team. Sales Operations can be easily implemented to your business by simple training in engagement techniques and software tools. With the help of improved Sales Operations, sales teams are able to focus more on the act of selling rather than spending their time on trivial tasks. Sales Operations not only enhances the productivity of the sales team but also improves their performance. 

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Best Practices for streamlining B2B Sales Operations

• Follow up on all your prospects

B2B businesses often fail to follow up on all the prospective customers. Even though a prospect has shown a tiny amount of interest, it is best to follow up. Set up your Sales Operations to keep up with the prospect as long as it takes to convert them. It may take months or, in some cases, over a year but do not leave leads unfollowed.

• Set up a consistent process

Consistency is very important when it comes to sales. Your sales team should be in sync. Make sure all your Sales Operations are aware of everything that is going around. Establishing a centralized system will be an excellent way to achieve that.

• Set goals

Goal setting is the first step of achieving success. All your Sales Operations should be goal-based. Set up several short-term goals and a few long-term goals that have to be achieved by your sales and set the operations accordingly.

Core functions of Sales Operations

• Strategy

One of the core functions of Sales Operations is to devise strategies (strategies) to meet the goals of the businesses. The strategies should revolve around process optimization, territory planning, data analysis, technology evaluation, methodology evaluation, etc.

• Technology

Numerous sales technologies are available in the market. It is best to integrate a few of them to get the best results. It is the responsibility of Sales Operations to do that. All technological tasks, such as the adoption of CRM, task automation, communication management, data management, etc., are carried out by Sales Operations.

• Performance

It is one of the core functions of Sales Operations to improve the performance of the business. It is achieved by lead management, compensation plans, sales metrics, KPIs, etc.

Top tools to help drive Sales Operations

• Clari

Clari not only accelerates sales but also increases efficiency, improves forecasting accuracy, and increases the productivity of the sales teams. The use of data science to conduct its operations makes Clari one of the best tools in the market. The pipeline visibility offered by Clari allows sales teams to plan their next moves effectively.

• DataXu

DataXu is one of the best Sales Operations tools for media management. The innovative solutions offered by DataXu prove to be very insightful. Solving challenges in sales thus becomes easier. It can customize interactions with prospects and customers and simultaneously conduct media optimization.

• Infer

Infer uses high-level data science to predict model data sets. The predictive scoring technology of Infer makes it easy to identify prospects. It helps best to amplify the marketing efficiency. External market signals and internal information is widely used by Infer to produce insightful analytics. 

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