Sales Effectiveness
Salespersons should do what they do best, i.e. to sell.
Using salespersons for non-sales-related processes is a waste of resources.
Salespersons should do what they do best, i.e. to sell.
Using salespersons for non-sales-related processes is a waste of resources.
Shorter process lead times for order management increase the capacity of the entire sales organization.
Sales is the interface to the customer and generates numerous data. Dedicated sales operations support to convert these data into information relevant for sales.
Sales tools (CRM) are constantly changing.
Sales operations act as internal interfaces to other company areas. For example, as part of cross-divisional projects and strategic programs (in particular pricing).
A successful sales organization usually performs the following activities. Sales Operations teams run the processes and tasks that are not directly related to selling activities.
1. Carry out Market Research
2. Identify target customers and attractive segments (Lead Management)
3. Get in touch with prospective customers
4. Present product/service
5. Follow up if necessary
6. Close deal and contract
7. Deliver product/service
8. Deliver after-sales services
9. Collect cash
10. Monitor customer satisfaction and
ensure retention
Dedicated and specialized sales operations teams support salespeople, so that they have more time for actual sales.