While there’s so much to SalesOps: when do you need the function to how do you measure it – in this post I am going to concentrate on how to approach SalesOps in the first few weeks of getting started in the function.
“Don’t start building just yet.”
My go-to style has been pretty consistent over the years. The first two weeks I do not build or break anything (yes we are talking systems and processes).
The amount of tribal knowledge of how each sales team in every organization works is hardly documented—their innate way of working that is. And that is why SalesOps exists.
So spend time with the sales folks—watch them make the prospect calls, handle customer queries, watch them fill the data and how they consume insights from different apps.
This will help you really do a delta analysis of where the org is and where the gaps are – without jumping head-first to implement what you know best.
In no two organizations I have worked—has SalesOps done the same things. While the core job has similarities—no one ever hands you a job description saying:
“This is where your job starts and this is where it ends!”
And I think that is amongst the most exciting things about this role.