Does your organisation have the best-in-class sales operations?

Best-in-class sales operations allow businesses to reach and exceed their revenue potential. Sales should be positioned within the overall revenue engine and, in order to keep up with demand and emerging technologies, the process should be open to extensive customisation and automation. 

The leading customer relationship management (CRM) platform, Salesforce, has developed a Sales Cloud feature to run sales operations in a way that prioritises data-driven decisions and ensures organisations can optimise their sales departments. 

Companies have had success when they’ve been able to get sales operations to work in tandem with customer support, marketing and other functions. When this collaborative system is in place, sales operations can focus on the fundamentals necessary to generate revenue and accelerate growth. 

What do you need to do to ensure your organisation has best-in-class sales operations? 

Identify your ideal customer 

In the current selling environment, it is important to be able to identify your ideal customer. You need to intelligently prioritise your market so that you can target your customer base with products and experiences that actually serve them. 

Solutions like Salesforce Einstein, an AI that can turn your customer data into business insights, can help sales operations understand and connect with customers. When you are able to build sophisticated analysis into the scoring process and account segmentation, resource allocation becomes easier. 

Many companies base decisions on assumptions or old data and attempt to conduct complex analysis in spreadsheets. There are more efficient ways to get to know your ideal customer. 

Take your sales performance to the next level

It isn’t easy to continuously motivate a sales operation that is both diverse and expansive. You need to have attainable quota planning in place and a sales incentive plan that is well maintained. One of the best ways to do this is to select and implement the right tools and develop a sales tech stack that caters to your sales operation. 

For example, you should take a look at the incentive compensation tools you have in place. You want them to do more than just calculate commission payments. The tools should also be capable of connecting incentive compensation with larger corporate objectives. You should also pick a program that has the best possible ROI. 

Salesforce put together a helpful article on the “5 Steps to an Effective Sales Compensation Plan” that companies can use as inspiration for improving their own sales operations. 

Improve your forecasting and revenue streams

For your business to have best-in-class sales operations, you must improve your sales forecasting and understand how to make revenue more reliable. After all, accurate sales forecasts will keep your business healthy. 

Rather than attempt to calculate your forecast manually, you should rely on a CRM solution like Salesforce. Forecasting needs to be supported by predictive insights that can work alongside data and internal knowledge. 

To learn more about improving forecasting, read “Complete Guide to Building a Sales Forecast” from Salesforce. 

Best-in-class Sales Operations

Investing in cutting edge sales operations is one of the most simple and effective ways to achieve reliable and long-term success. Sales operations are accountable for many key administrative and operational tasks, which is why Salesforce have designed a Sales Cloud system that makes it easy to customize and automate this process. 

In the future, more businesses will prioritise sales operations and make them a part of revenue operations because this is bound to help coordinate overall operations across the company. In turn, you will be able to produce the best possible customer experience and grow revenue. 

To learn more about acquiring best-in-class sales operations and how Consleague can help you with Salesforce implementation and CRM growth, schedule a call with us today.

Click below to learn about Consleague’s Discovery Mapping Programme – a personalised digital transformation strategy and roadmap to transform your business operations & processes – and book a free, no-obligation 30-minute consultation. Get the expert Salesforce help your business needs for a successful CRM implementation.