Sales operations is a critical function that supports sales organizations in achieving their business strategies and objectives, often referred to as sales support or biz ops. Key requirements for effective sales operations include planning, pipeline management, forecasting, and analytics, with variations depending on the specific operational model. It's important to recognize that while core requirements remain constant, complex sales models may introduce additional needs.

1. SALES OPERATIONS
FUNCTION & PURPOSE

2. SALES OPERATIONS DEFINITION
Function that supports business activities and processes that
help a sales organization run effectively, efficiently and in
support of business strategies and objectives
Interesting Fact: Sales Operations is also known in many companies with the following names: Sales Support / Biz Ops / Sales /
Marketing Ops

3. WHAT DO YOU NEED FROM YOU OPS
FUNCTION ?
Supporting
Functions
SELL IN
SELL
THROUGH
SELL OUT
Requirements:
- Planning
- Pipeline Management
- Forecasting
- Sales Excellence
(Training / Tools)
- Compensation
Management
- Analytics (Biz
Intelligence)
- Collaborations Tools
- Sales Efficiency (Help
Sales Sell, off-board
internal requirements)
- Change Management
- Procedures / Processes
- Reporting / Insights
Requirements:
- Planning
- Channel Territory
Assignment
- Channel Governance
- Channel Programs
- Channel vs Vertical
Intelligence
- Pipeline Management
- Forecasting
- Sales Excellence
(Training / Tools)
- Compensation
Management
- Analytics (Biz
Intelligence)
- Collaborations Tools
- Sales Efficiency (Help
Sales Sell, off-board
internal requirements)
- Change Management
- Procedures / Processes
- Reporting / Insights
Requirements:
- Planning
- Marketing Programs
- Demand vs Supply
Planning
- Sell Out Governance
- Collaborative Planning
cycles
- Channel Share of Wallet
Reviews
- Channel Territory
Assignment
- Channel Governance
- Channel Programs
- Channel vs Vertical
Intelligence
- Pipeline Management
- Forecasting
- Sales Excellence
(Training / Tools)
- Compensation
Management
- Analytics (Biz
Intelligence)
- Collaborations Tools
- Sales Efficiency (Help
Sales Sell, off-board
internal requirements)
- Change Management
- Procedures / Processes
- Reporting / Insights
VARYING REQUIREMENTS
QUOTA CARRYING

4. SUMMARY
• Not all Operations functions are the same
• Skill sets to satisfy the various models could be significantly
different
• There is a fine line between Sales Ops and Sales in channel
models, so execute with care
• Core requirements for your operations team does not change,
however incremental requirements as you execute complex
sales models