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A Step by Step Guide to Scaling Sales Ops

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Looking for more information on building out and scaling a sales operations team? Look no further. Go from a team of one to a full scale operation with this deck.

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A Step by Step Guide to Scaling Sales Ops

  1. 1. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 1 A STEP BY STEP GUIDE TO SCALING SALES OPS Elizabeth Cain, VP Go-to-Market
  2. 2. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 2 WE HELP EXPANSION STAGE SOFTWARE COMPANIES ACQUIRE, RETAIN AND GROW THE RIGHT CUSTOMERS AND TALENT. OPENVIEWPARTNERS.COM
  3. 3. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 3 WHAT’S ON YOUR BOSS’S MIND?
  4. 4. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 4 “When Xerox first established a sales operations group in the 1970s to take on activities such as sales planning, compensation, forecasting, and territory design, group leader J. Patrick Kelly described his responsibilities as ’all the nasty number things that you don’t want to do, but need to do to make a great sales force.’” “Why Sales Ops Is So Hard to Get Right” Harvard Business Review, Dec 2014
  5. 5. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 5 63%SALES FORECASTING 34% SALES COMP DESIGN 43% PERFORMANCE ANALYTICS 48% CRM DEVELOPMENT 43% PRICING 43% RFP MANAGEMENT 17% SALES TALENT TRAINING 28% DEFINE SALES PROCESS 37% DEFINE SALES STRATEGY
  6. 6. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 6 A TEAM OF ONE MAKES THIS REALLY HARD.
  7. 7. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 7
  8. 8. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 8 STRATEGY & PLANNING REPORTING & ANALYTICS DEAL DESK SALES PRODUCTIVITY
  9. 9. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 9 WHERE DO YOU START? LONE WOLF. SALES OPS MANAGER 1 2 3 4 Legend
  10. 10. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 10 WHERE DO YOU START? LONE WOLF. SALES OPS MANAGER 1 2 3 4 Legend + +
  11. 11. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 11
  12. 12. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 12 WHAT COMES NEXT? DATA & PROCESS. SALESFORCE ADMINISTRATOR SALES OPS MANAGER SALES OPS ANALYST 1 2 3 4 Legend
  13. 13. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 13 WHAT COMES NEXT? DATA & PROCESS. SALESFORCE ADMINISTRATOR SALES OPS MANAGER SALES OPS ANALYST 1 2 3 4 Legend This is right around the time that someone will also ask you to manage BDRs or marketing ops
  14. 14. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 14 AND THEN? SALES PRODUCTIVITY. SALESFORCE ADMINISTRATOR SALES OPS MANAGER SALES OPS ANALYST VP SALES OPS SALES ENABLEMENT LEADER 1 2 3 4 Legend
  15. 15. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 15 AND THEN? SALES PRODUCTIVITY. SALESFORCE ADMINISTRATOR SALES OPS MANAGER SALES OPS ANALYST VP SALES OPS SALES ENABLEMENT LEADER 1 2 3 4 Legend Been there. Done that. Up and comer. The doer. The turnover risk.
  16. 16. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 16 PRODUCTIVITYSP&A EMEA ASIA PAC AMERICAS STRATEGY REPORTING TOOLS ENABLEMENT/T RAINING VP SALES SUCCESS OPERATIONS (RFP, DEAL DESK) WHAT’S LEFT? SPECIALIZATION. 1 2 3 4 Legend
  17. 17. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 17 “You must always be able to predict what’s next and then have the flexibility to evolve.” Marc Benioff, CEO, Salesforce.com
  18. 18. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 18 YOU CAN’T DO IT ALL. PICK WHAT’S MOST IMPORTANT TODAY.
  19. 19. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 19 WANT MORE INFO ON SCALING SALES OPS? Sign up for the OpenView Newsletter SUBSCRIBE HERE

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