You found my website where I write about issues relevant to B2B software sales operations. If you are a sales or sales operations leader then you are my intended audience! I started this web site to help collect and organize my thoughts around the challenges we face selling software in this rapidly changing environment as well as to give visitors the opportunity to share their ideas and insights about my articles.
But first, let’s agree on the scope of this endeavor. The role of sales operations can dramatically vary from company to company. I think the Sales Executive Council (SEC) of the Corporate Executive Board does a good job of building a comprehensive list of possible sales operations responsibilities. I have paraphrased it below:
Sales Force Enablement
- Sales Process Development
- Sales Process Adoption and Compliance
- CRM Development and Processes
- Sales Tool Development
- Sales Training
- Sales Force Communications Management
Business Analytics
- Sales Metrics
- Sales Forecasting
Sales Administration
- Proposal/Contract Development
- Vendor Selection and Management
- Planning Process Stewardship
Attainment Planning
- Incentive Sales Compensation Plan Design
- GTM Strategy Alignment with Roles and Components
- Territory Analysis and Definition
- Goal Setting
Sales Operations Mandate and Design
- Chief of Staff to the Sales Organization
- Stewardship of Sales Force Capacity
- Initiative Change Management
- Sales Operations Team Design
- Sales Operations Talent Management
Over the next few months I hope to address issues relevant to each of the above areas, some deserving of more detail than others. I hope you will return from time to time and add your thoughts. Please click on “BLOG” in the top menu bar or select from the list of recent posts in the upper right corner of this page to see what I’m thinking about.
Thanks for visiting!
Bob Bacon
