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Sales is getting harder, and supporting sellers is also getting harder.

The data from our State of Sales Ops Report in 2022 found sales ops professionals feeling under-confident, under-resources, and challenged by an ever-growing list of responsibilities. All of this added together also leave little time for strategic thinking for sales ops.


However, here are four changes that sales organizations can make that will get sales operations feeling confident again:

1. Make sure your sales ops team has dedicated time for strategic thinking.

If sales ops teams are going to get room to breathe (and strategize), they are going to have to be empower to take a hard look at what is and isn’t necessary and streamline their work accordingly.

2. Redefine what a top performer is to include sales ops superstars.

While the term top performer is usually associate with quota-crushing salespeople, being exceptionally skilled at functions that enable seller success is another way to be a top performer.

3. Understand the relationship between resources and confidence.

Two resources are especially important in helping ops teams and support sellers. The first is people, and the second includes implementing a tech stack that has a direct impact on seller success.

4. Invest in technology that makes a hard job easier.

The key is not simply adding more software to the tech stack but enabling the software in the tech stack — with an emphasis on CRM and sales intelligence tools — to work together more seamlessly for the benefits of sellers. 

 

To summarize, here are what chief revenue officers and sales ops leaders can do to make it realistic for sales ops professionals to have time for both strategic thinking and exceptional operational performance:

  • auditing and streamlining duties
  • recognizing top performance among non-quota-carrying sales professionals
  • investing in sales intelligence technology that makes

➡️ If you’d like to read more about how you can make sales ops professionals feel more confident in their role again, check out the full blog post here.

 

Communication is key. You can have all the technology in place but without communication between all departments you will not have successful engagement. Engagement is possibly the most important aspect of successful companies. Point #1 provided above can be enhanced by communication. That being the starting point will provide the continuity throughout the other steps. 

Great advice, @anthony.j.williamsiii, and thanks for chiming in here!

I agree that communication is key to ensuring that these four steps can be successful and sustainable. 

I’m curious to hear if you have other tips to share on LinkedIn Sales Insights or how sales operations professionals can feel more empowered in their work. 

Hope to see you around!

I absolutely have insights to share. I’ll keep a look out for those topics and contribute as much as possible. Empowerment is two fold, it takes leadership to allow it, and will from the individual. 

Love it, @anthony.j.williamsiii! Looking forward to seeing you around 😃

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