Maybe you've increasingly heard from B2B technology companies about the increasing importance of the Sales Operations function.... But what does it mean and how can if effect your business? This presentation provides a high level framework to unpack the question "What is Sales Operations" and how can you use it to drive growth in your business.

1. WHAT IS SALES OPERATIONS?
And Why Your Company Needs It
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2. Learn more about the Slackbot for sales teams at Troops.ai
“We need a
Sales Operation
person”

3. The explosion and increasing necessity
of “sales operations” is here...

4. Yet many of us, maybe even you…
still don’t really understand what a
sales operations person does?!

5. The Sales Operations function can
vary based on the GOALS, stage, and
STRUCTURE of your organization,
from the front-line to the C-suite

6. BUT
one way to think about it is...

7. Sales Operations creates,
implements, and optimizes
the processes, data and
applications that support
the sales team.
Learn more about the Slackbot for sales teams at Troops.ai
Create
Drive
Measure
Plan

8. They also help mold the foundation that feeds into
marketing, finance, and customer success.
DATA
Sales & CS
Marketing
Finance

9. Woah...that’s A LOT of
stuff.

10. BTW Click Here to learn more about why Modern Sales
Orgs Love TROOPS.AI’s Slackbot for Sales Teams!
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11. It’s Not Uncommon
for Sales Operations to
Be Responsible For or
Help Guide Initiatives
like...
troops.ai

12. Defining Required Data Structure
& Fields
Workflow and Validation Rules
Automation
CRM Setup
Sales Enablement Tools
Sales Tech Stack
Setting A Foundation

13. Knowledge Sharing
Establishment of Team
Communication Calendar
Assuring Alignment Across Teams
on Data and communication
Communications
66%
of companies say sales
operations leads sales
process definition
Source: Syngy

14. Input on Org Structure
Onboarding / Training Knowledge / Management
(Can fall under Enablement)
Hiring Plan
troops.ai
People

15. Ongoing Development, Adoption, Compliance
and Improvement on Sales Process
Time Management Amongst Teams
troops.ai
Driving Performance

16. Dashboard Construction
Defining and Evaluating Goals and KPI’s
*All in the name of supporting metrics based decision making!
Measuring Performance
71%
of companies say sales
operations leads
performance analytics
Source: Syngy
Reporting

17. Forecasting
Territory & Lead Allocation + Distribution
Designing and Comp Plans to Reward,
Retain and Attract Talent
Budgeting for New Hires
Planning

18. All These Things Lead to
Greater Sales Effectiveness!
Learn more about the Slackbot for sales teams at Troops.ai

19. There might be a few things we glossed over...

20. But you can see how Sales Operations Pros
often need to be like a Swiss Army Knife...
You need to be able to do a lot!

21. So when does it make sense to
bring on a sales operations person?

22. Often when it’s time to “bring order to chaos”.

23. Rapid growth without
visibility, process,
and measurement can
get you in trouble.

24. That’s why having someone in place
to help establish and guide that growth
is a GOOD IDEA!

25. And guess what...

26. As you grow, so does the role and
responsibilities of sales operations!

27. Here’s one example of how the role of
sales operations can change that someone
way smarter than us made:
Source: Saleshacker via Matt Cameron

28. STAGE SITUATION WHAT YOUR HEAD OF SALES COVERS WHAT SALES OPS DOES
Finding fit
~<$1M ARR
● Hired first head of
sales
● ~4AEs, ~2 SDRs
● No predictability,
looking for
productivity before
scaling
● Sales process development
● Skills training
● Onboarding
● Guides proposal dev.
● Comp plan design
● Owns forecast
● Deal approval
The hires:
(1) ‘Technical operations’
Skills: CRM administration and Advanced Excel**;
Analytical thought partner to leader
● Report and analytics
● Commission calc
● Input to growth strategy
Repeatability
~$1M=$10M ARR
● Product/Market fit is
confirmed
● As above hiring more
AE’s and SDRs whilst
trying to find formula
for repeatability
● Likely Series A funding
● Sales process improvement
● Guides proposal dev.
● Comp plan design
● Owns forecast
● Deal approval
The hires:
(1) ‘Technical operations’
(2) ‘Sales effectiveness manager’
Skills: Program mgt, in depth functional sales
knowledge/experience
● Sales onboarding
● Training architecture design
● Training & cert. delivery
Going big
~$10M+
● Time to scale --
Serious VC money is in
the bank
● Likely Series B
Go to market strategy (with Director) The hires:
(1) ‘Technical operations’
(2) ‘Sales effectiveness manager’
(3) Sales Operations Director
Skills: GTM strategy/planning, commercial
negotiation, process design, sales domain
expertise
● Sales operating plan incl. Growth plan
● Deals desk (approvals and bid support)
● Territory and Comp plan design
● Comp plan design
● Owns forecast
● Sales process enforcement

29. So this whole Sales Operations thing is pretty darn
important right!?
Learn more about the Slackbot for sales teams at Troops.ai

30. "Sales operations provides leverage to sales organizations through the smart
adoption of technology and automation.
It's their job to sniff out and execute opportunities to make reps and managers
10, 20, 30% and more efficient. And with the growth of sales efficiency
solutions available, not having sales ops paying attention to and grabbing
these opportunities injures your sales motion."
-Peter Kazanjy
Founder, Modern Sales Salon
and Author Founding Sales

31. "The rise in technology to assist sales makes investing Sales
Operations mission critical to building and efficient modern sales
org. The top organizations I've seen emphasize this early in order to
have the infrastructure in place to scale."
-Max Altschuler,
Founder & CEO Saleshacker.com

32. So next time someone asks
“What is Sales Operations?”

33. troops.ai
Now you know why they
are so important to the
growth of your business!

34. Oh, and while we have you….

35. Does your company use
Salesforce & Slack?

36. Many of the fastest growing modern B2B Sales Orgs
are using TROOPS to Streamline Their Workflow.

37. See why UnderArmour, Mixpanel and
HackerRank are using TROOPS:
JUST CLICK HERE
Thanks for Reading!