APTTUS
5 Secrets to Sales
Operations Success
• @inboundmarketer • #SalesSummit
APTTUS
5 Secrets to Sales
Operations Success
• @inboundmarketer • #SalesSummit
APTTUSAPTTUS Confidential
Defining Sales Ops
APTTUSAPTTUS Confidential
Key Sales Ops Skills
APTTUSAPTTUS Confidential
Challenges in Sales Ops
• Big role with lots of responsibilities
• May lack insufficient investm...
APTTUSAPTTUS Confidential
Sales Ops At Apttus
• Coping with explosive growth of sales team by:
– Recruiting a Strong Sales...
APTTUSAPTTUS Confidential
1. Have a Plan
APTTUSAPTTUS Confidential
2. Keep the Team Updated
APTTUSAPTTUS Confidential
3. Talk in Actions, Not Just History
+11% Bookings
-90% QTC
Cycle Times
Mix by Product,
Channel,...
APTTUSAPTTUS Confidential
4. Know Your Plays
• Define the process
• Make sure it’s comprehensive
• Make sure it’s aligned ...
APTTUSAPTTUS Confidential
Really Make Sure Everyone Knows
Your Plays!
• Weekly Training + Special Training Calls
• Home Of...
APTTUSAPTTUS Confidential
5. Make it About the Big Stuff
• Is it really going to make a difference? How?
• Will it get exe...
APTTUSAPTTUS Confidential
Highest Value Way for Sales Ops
to Show Value
Opportunity ERP
APTTUSAPTTUS Confidential
Opportunity
ERP
How Most Do It
Manual Processes
Homegrown Systems
Outside Salesforce
APTTUSAPTTUS Confidential
How to Fill The Quote-To-Cash Gap
Quote Contract RevenueOpportunity ERP
APTTUSAPTTUS Confidential
How to Fill The Quote-To-Cash Gap
Quote Contract RevenueOpportunity ERP
Configure, Price, Quote
...
APTTUSAPTTUS Confidential
How to Fill The Quote-To-Cash Gap
Quote Contract RevenueOpportunity ERP
Request, approve,
negoti...
APTTUSAPTTUS Confidential
How to Fill The Quote-To-Cash Gap
Quote Contract RevenueOpportunity ERP
Manage tasks, milestones...
APTTUSAPTTUS Confidential
Bonus: Be a Marketer!
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Maria Pergolino - 5 Secrets to Sales Operations Success

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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/maria-pergolino

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  • Definition: Area of sales responsible for creating and optimizing processes that drive new business revenue. Ask others on the call if they agree or disagree. Use as a discussion point.
  • Sales operations is often found in mid-size, large and enterprise organizations. These roles are typically either senior roles within the sales organization or adjunct roles to sales management.
  • Early warning into overall revenue issuesIntelligent risk indicators for Quote-to-Cash drivers impacting financialsAutomatic and real-time capture of key drivers across Quote-to-Cash processWhat-if tradeoff analysis for Quote-to-Cash drivers What-if in Excel tied to latest data for sales, legal, etc.Live collaboration with revenue team over financial modelsAuditable and assignable tasks, including Chatter action itemsGamification and sales incentives to influence revenue
  • Maria Pergolino - 5 Secrets to Sales Operations Success

    1. 1. APTTUS 5 Secrets to Sales Operations Success • @inboundmarketer • #SalesSummit
    2. 2. APTTUS 5 Secrets to Sales Operations Success • @inboundmarketer • #SalesSummit
    3. 3. APTTUSAPTTUS Confidential Defining Sales Ops
    4. 4. APTTUSAPTTUS Confidential Key Sales Ops Skills
    5. 5. APTTUSAPTTUS Confidential Challenges in Sales Ops • Big role with lots of responsibilities • May lack insufficient investments or resources • Hard to prove ROI • Difficult to find strong talent • Sales teams are often geographically spread • Viewed as a Cost Center • Executive team disconnected
    6. 6. APTTUSAPTTUS Confidential Sales Ops At Apttus • Coping with explosive growth of sales team by: – Recruiting a Strong Sales Ops Team! – Goal Setting – Measuring – Prioritizing – Training – Automating Everything 2011: 5 Reps 2014: 90 BDRs, SEs, and AEs
    7. 7. APTTUSAPTTUS Confidential 1. Have a Plan
    8. 8. APTTUSAPTTUS Confidential 2. Keep the Team Updated
    9. 9. APTTUSAPTTUS Confidential 3. Talk in Actions, Not Just History +11% Bookings -90% QTC Cycle Times Mix by Product, Channel, Geo 3% Margin Improvement
    10. 10. APTTUSAPTTUS Confidential 4. Know Your Plays • Define the process • Make sure it’s comprehensive • Make sure it’s aligned to your systems • Make sure it’s easy to understand • Train everyone to succeed
    11. 11. APTTUSAPTTUS Confidential Really Make Sure Everyone Knows Your Plays! • Weekly Training + Special Training Calls • Home Office In-Person Training • Regional Training • Bulletins and Update Emails • LMS Training • Certification & Badging
    12. 12. APTTUSAPTTUS Confidential 5. Make it About the Big Stuff • Is it really going to make a difference? How? • Will it get executive attention and support? • What are the opportunity costs? • Key questions to ask: – Will it increase revenue? – Will it increase margins? – Will it decrease spending? – Will it create efficiencies? – Will it save the sales team time?
    13. 13. APTTUSAPTTUS Confidential Highest Value Way for Sales Ops to Show Value Opportunity ERP
    14. 14. APTTUSAPTTUS Confidential Opportunity ERP How Most Do It Manual Processes Homegrown Systems Outside Salesforce
    15. 15. APTTUSAPTTUS Confidential How to Fill The Quote-To-Cash Gap Quote Contract RevenueOpportunity ERP
    16. 16. APTTUSAPTTUS Confidential How to Fill The Quote-To-Cash Gap Quote Contract RevenueOpportunity ERP Configure, Price, Quote to sell anything, from anywhere, on any device
    17. 17. APTTUSAPTTUS Confidential How to Fill The Quote-To-Cash Gap Quote Contract RevenueOpportunity ERP Request, approve, negotiate, sign and store contracts
    18. 18. APTTUSAPTTUS Confidential How to Fill The Quote-To-Cash Gap Quote Contract RevenueOpportunity ERP Manage tasks, milestones payments & revenue with full visibility and reporting
    19. 19. APTTUSAPTTUS Confidential Bonus: Be a Marketer!
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