SlideShare ist ein Scribd-Unternehmen logo
1 von 19
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
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
Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 3
WHAT’S ON YOUR BOSS’S MIND?
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
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
Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 6
A TEAM OF ONE MAKES THIS
REALLY HARD.
Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 7
Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 8
STRATEGY &
PLANNING
REPORTING &
ANALYTICS
DEAL DESK SALES
PRODUCTIVITY
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
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
+ +
Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 11
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
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
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
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.
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
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
Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 18
YOU CAN’T DO IT ALL. PICK
WHAT’S MOST IMPORTANT
TODAY.
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

Weitere ähnliche Inhalte

Was ist angesagt?

Fundraising During a Pandemic with Point Nine Capital
Fundraising During a Pandemic with Point Nine CapitalFundraising During a Pandemic with Point Nine Capital
Fundraising During a Pandemic with Point Nine Capital
saastr
 

Was ist angesagt? (20)

Marketing and Sales Orchestration
Marketing and Sales OrchestrationMarketing and Sales Orchestration
Marketing and Sales Orchestration
 
Krista Anderson-Copperman- 2019 APPEALIE SaaS Conference Featured Speaker
Krista Anderson-Copperman- 2019 APPEALIE SaaS Conference Featured SpeakerKrista Anderson-Copperman- 2019 APPEALIE SaaS Conference Featured Speaker
Krista Anderson-Copperman- 2019 APPEALIE SaaS Conference Featured Speaker
 
SLS01. It's the 21st century: The B2B Seller Reigns
SLS01. It's the 21st century: The B2B Seller ReignsSLS01. It's the 21st century: The B2B Seller Reigns
SLS01. It's the 21st century: The B2B Seller Reigns
 
Mastering SaaS Pricing
Mastering SaaS PricingMastering SaaS Pricing
Mastering SaaS Pricing
 
Mastering SaaS Pricing
Mastering SaaS PricingMastering SaaS Pricing
Mastering SaaS Pricing
 
SLS10. Sales: A No Bull Profession
SLS10. Sales: A No Bull ProfessionSLS10. Sales: A No Bull Profession
SLS10. Sales: A No Bull Profession
 
Sydney Sloan- 2019 APPEALIE SaaS Conference Featured Speaker
Sydney Sloan- 2019 APPEALIE SaaS Conference Featured SpeakerSydney Sloan- 2019 APPEALIE SaaS Conference Featured Speaker
Sydney Sloan- 2019 APPEALIE SaaS Conference Featured Speaker
 
From the Desk of Active Campaign: The Not-talked-about Secret to Hypergrowth:...
From the Desk of Active Campaign: The Not-talked-about Secret to Hypergrowth:...From the Desk of Active Campaign: The Not-talked-about Secret to Hypergrowth:...
From the Desk of Active Campaign: The Not-talked-about Secret to Hypergrowth:...
 
SaaStock 2019 - alison murdock
SaaStock 2019 -  alison murdockSaaStock 2019 -  alison murdock
SaaStock 2019 - alison murdock
 
SLS04. Loft Your Way to Success: Change Culture and Restructure Sales with Sa...
SLS04. Loft Your Way to Success: Change Culture and Restructure Sales with Sa...SLS04. Loft Your Way to Success: Change Culture and Restructure Sales with Sa...
SLS04. Loft Your Way to Success: Change Culture and Restructure Sales with Sa...
 
Fundraising During a Pandemic with Point Nine Capital
Fundraising During a Pandemic with Point Nine CapitalFundraising During a Pandemic with Point Nine Capital
Fundraising During a Pandemic with Point Nine Capital
 
Patrick Campbell- 2019 APPEALIE SaaS Conference Featured Speaker
Patrick Campbell- 2019 APPEALIE SaaS Conference Featured SpeakerPatrick Campbell- 2019 APPEALIE SaaS Conference Featured Speaker
Patrick Campbell- 2019 APPEALIE SaaS Conference Featured Speaker
 
Dennis Fois- 2019 APPEALIE SaaS Conference Featured Speaker
Dennis Fois- 2019 APPEALIE SaaS Conference Featured SpeakerDennis Fois- 2019 APPEALIE SaaS Conference Featured Speaker
Dennis Fois- 2019 APPEALIE SaaS Conference Featured Speaker
 
Growth Strategy for B2B Saas - How to Build Your Product Into a Growth-Ready ...
Growth Strategy for B2B Saas - How to Build Your Product Into a Growth-Ready ...Growth Strategy for B2B Saas - How to Build Your Product Into a Growth-Ready ...
Growth Strategy for B2B Saas - How to Build Your Product Into a Growth-Ready ...
 
Salesforce Ventures Overview
Salesforce Ventures OverviewSalesforce Ventures Overview
Salesforce Ventures Overview
 
SaaStock 2019 - sydney sloan (25/10)
SaaStock 2019 -  sydney sloan (25/10)SaaStock 2019 -  sydney sloan (25/10)
SaaStock 2019 - sydney sloan (25/10)
 
Five Effective Things We Did to Move Up Market and Build Pipeline with Mapistry
Five Effective Things We Did to Move Up Market and Build Pipeline with MapistryFive Effective Things We Did to Move Up Market and Build Pipeline with Mapistry
Five Effective Things We Did to Move Up Market and Build Pipeline with Mapistry
 
Lessons learned from 3k SaaS Companies - Patrick Campbell, CEO, Price Intelli...
Lessons learned from 3k SaaS Companies - Patrick Campbell, CEO, Price Intelli...Lessons learned from 3k SaaS Companies - Patrick Campbell, CEO, Price Intelli...
Lessons learned from 3k SaaS Companies - Patrick Campbell, CEO, Price Intelli...
 
From the Desk of Nylas' Co-Founder and CTO From 2 to 200: Best Practices and ...
From the Desk of Nylas' Co-Founder and CTO From 2 to 200: Best Practices and ...From the Desk of Nylas' Co-Founder and CTO From 2 to 200: Best Practices and ...
From the Desk of Nylas' Co-Founder and CTO From 2 to 200: Best Practices and ...
 
Wildly Profitable Events
Wildly Profitable EventsWildly Profitable Events
Wildly Profitable Events
 

Andere mochten auch

Quarterly Operating Reviews: Moving Your Business Forward by Looking Back
Quarterly Operating Reviews: Moving Your Business Forward by Looking BackQuarterly Operating Reviews: Moving Your Business Forward by Looking Back
Quarterly Operating Reviews: Moving Your Business Forward by Looking Back
OpenView
 

Andere mochten auch (20)

Marketing Leaders Weigh In: What it Takes to Scale Through Science & Creativity
Marketing Leaders Weigh In: What it Takes to Scale Through Science & CreativityMarketing Leaders Weigh In: What it Takes to Scale Through Science & Creativity
Marketing Leaders Weigh In: What it Takes to Scale Through Science & Creativity
 
How to Size a Market Opportunity — Fast
How to Size a Market Opportunity — FastHow to Size a Market Opportunity — Fast
How to Size a Market Opportunity — Fast
 
Selling Tips for BDRs: Own Your Number
Selling Tips for BDRs: Own Your NumberSelling Tips for BDRs: Own Your Number
Selling Tips for BDRs: Own Your Number
 
Media Training 101 for CEOs and Founders
Media Training 101 for CEOs and FoundersMedia Training 101 for CEOs and Founders
Media Training 101 for CEOs and Founders
 
The Complete Guide to Cracking the BDR Interview Process
The Complete Guide to Cracking the BDR Interview ProcessThe Complete Guide to Cracking the BDR Interview Process
The Complete Guide to Cracking the BDR Interview Process
 
Top Insights from SaaStr by Leading Enterprise Software Experts
Top Insights from SaaStr by Leading Enterprise Software ExpertsTop Insights from SaaStr by Leading Enterprise Software Experts
Top Insights from SaaStr by Leading Enterprise Software Experts
 
How to Scale Sales Development with Two and a Half Reps
How to Scale Sales Development with Two and a Half RepsHow to Scale Sales Development with Two and a Half Reps
How to Scale Sales Development with Two and a Half Reps
 
Cmd Marketing Automation Deck
Cmd Marketing Automation DeckCmd Marketing Automation Deck
Cmd Marketing Automation Deck
 
Tools, Process & Technical Delivery at CMD
Tools, Process & Technical Delivery at CMDTools, Process & Technical Delivery at CMD
Tools, Process & Technical Delivery at CMD
 
Mecanismos de precificação na captura de valor - Resumo expandido - ema329
Mecanismos de precificação na captura de valor - Resumo expandido - ema329Mecanismos de precificação na captura de valor - Resumo expandido - ema329
Mecanismos de precificação na captura de valor - Resumo expandido - ema329
 
Scrum-inspired Marketing Execution w/ OpenView Labs
Scrum-inspired Marketing Execution w/ OpenView LabsScrum-inspired Marketing Execution w/ OpenView Labs
Scrum-inspired Marketing Execution w/ OpenView Labs
 
Implementing Scrum Benefits Software Companies Case Study OpenView Venture Pa...
Implementing Scrum Benefits Software Companies Case Study OpenView Venture Pa...Implementing Scrum Benefits Software Companies Case Study OpenView Venture Pa...
Implementing Scrum Benefits Software Companies Case Study OpenView Venture Pa...
 
17 Stats on the Power of Proactive Prospecting
17 Stats on the Power of Proactive Prospecting17 Stats on the Power of Proactive Prospecting
17 Stats on the Power of Proactive Prospecting
 
Perspective on Growth Equity in 2015
Perspective on Growth Equity in 2015Perspective on Growth Equity in 2015
Perspective on Growth Equity in 2015
 
Zeroing in on your number one customer
Zeroing in on your number one customerZeroing in on your number one customer
Zeroing in on your number one customer
 
Market Segmentation Case Study
Market Segmentation Case StudyMarket Segmentation Case Study
Market Segmentation Case Study
 
5 Keys to Cultivating a High Performance Sales Culture
5 Keys to Cultivating a High Performance Sales Culture5 Keys to Cultivating a High Performance Sales Culture
5 Keys to Cultivating a High Performance Sales Culture
 
Quarterly Operating Reviews: Moving Your Business Forward by Looking Back
Quarterly Operating Reviews: Moving Your Business Forward by Looking BackQuarterly Operating Reviews: Moving Your Business Forward by Looking Back
Quarterly Operating Reviews: Moving Your Business Forward by Looking Back
 
Segmentation case study-nevia
Segmentation case study-neviaSegmentation case study-nevia
Segmentation case study-nevia
 
Media Training 101 for CEOs and Founders
Media Training 101 for CEOs and FoundersMedia Training 101 for CEOs and Founders
Media Training 101 for CEOs and Founders
 

Ähnlich wie A Step by Step Guide to Scaling Sales Ops

Spotlight Magazine sample
Spotlight Magazine sampleSpotlight Magazine sample
Spotlight Magazine sample
Donna Bell
 
David Tobin and Karl Skutski - Growth Through Acquisition
David Tobin and Karl Skutski - Growth Through AcquisitionDavid Tobin and Karl Skutski - Growth Through Acquisition
David Tobin and Karl Skutski - Growth Through Acquisition
INBOUND
 

Ähnlich wie A Step by Step Guide to Scaling Sales Ops (20)

4 Leadership Shifts You Must Make For Successful Content Marketing in 2016
4 Leadership Shifts You Must Make For Successful Content Marketing in 20164 Leadership Shifts You Must Make For Successful Content Marketing in 2016
4 Leadership Shifts You Must Make For Successful Content Marketing in 2016
 
Brace Yourself: The Future of Sales Development is Product-Led
Brace Yourself: The Future of Sales Development is Product-LedBrace Yourself: The Future of Sales Development is Product-Led
Brace Yourself: The Future of Sales Development is Product-Led
 
What the Heck is Product Led Growth?
What the Heck is Product Led Growth?What the Heck is Product Led Growth?
What the Heck is Product Led Growth?
 
BizSprints Sales Manifesto (v.5.1.2017)
BizSprints Sales Manifesto (v.5.1.2017)BizSprints Sales Manifesto (v.5.1.2017)
BizSprints Sales Manifesto (v.5.1.2017)
 
Why Do Your Reps Lose Deals?
Why Do Your Reps Lose Deals?Why Do Your Reps Lose Deals?
Why Do Your Reps Lose Deals?
 
The Future of SaaS is Product Led. Are You Ready?
The Future of SaaS is Product Led. Are You Ready? The Future of SaaS is Product Led. Are You Ready?
The Future of SaaS is Product Led. Are You Ready?
 
Agency Food Barometer - Jan 2017
Agency Food Barometer - Jan 2017Agency Food Barometer - Jan 2017
Agency Food Barometer - Jan 2017
 
Keynote: Rainmaker
Keynote: RainmakerKeynote: Rainmaker
Keynote: Rainmaker
 
SNB05. A Different Vantage Point: Improve Meetings for Everyone
SNB05. A Different Vantage Point: Improve Meetings for EveryoneSNB05. A Different Vantage Point: Improve Meetings for Everyone
SNB05. A Different Vantage Point: Improve Meetings for Everyone
 
What The CEO Wants You To Know - David Ratcliffe
What The CEO Wants You To Know - David RatcliffeWhat The CEO Wants You To Know - David Ratcliffe
What The CEO Wants You To Know - David Ratcliffe
 
Spotlight Magazine sample
Spotlight Magazine sampleSpotlight Magazine sample
Spotlight Magazine sample
 
SAP & True Influence - SDSummit Case Study 2019 w/ Nick Robinson
SAP & True Influence - SDSummit Case Study 2019 w/ Nick RobinsonSAP & True Influence - SDSummit Case Study 2019 w/ Nick Robinson
SAP & True Influence - SDSummit Case Study 2019 w/ Nick Robinson
 
Trade Show and Event Marketing: Helpful Tips That Will Build A Driven Growth ...
Trade Show and Event Marketing: Helpful Tips That Will Build A Driven Growth ...Trade Show and Event Marketing: Helpful Tips That Will Build A Driven Growth ...
Trade Show and Event Marketing: Helpful Tips That Will Build A Driven Growth ...
 
Product-Led Growth - Devon McDonald, OpenView Venture Partners
Product-Led Growth - Devon McDonald, OpenView Venture PartnersProduct-Led Growth - Devon McDonald, OpenView Venture Partners
Product-Led Growth - Devon McDonald, OpenView Venture Partners
 
David Tobin and Karl Skutski - Growth Through Acquisition
David Tobin and Karl Skutski - Growth Through AcquisitionDavid Tobin and Karl Skutski - Growth Through Acquisition
David Tobin and Karl Skutski - Growth Through Acquisition
 
Salesforce Market Overview - Internal WalkMe's
Salesforce Market Overview - Internal WalkMe'sSalesforce Market Overview - Internal WalkMe's
Salesforce Market Overview - Internal WalkMe's
 
Vernon Bubb, LinkedIn, Association of Sales Professionals - Annual Conference...
Vernon Bubb, LinkedIn, Association of Sales Professionals - Annual Conference...Vernon Bubb, LinkedIn, Association of Sales Professionals - Annual Conference...
Vernon Bubb, LinkedIn, Association of Sales Professionals - Annual Conference...
 
Win New Business and Other Growth-Hacking Opportunities for Suppliers Using S...
Win New Business and Other Growth-Hacking Opportunities for Suppliers Using S...Win New Business and Other Growth-Hacking Opportunities for Suppliers Using S...
Win New Business and Other Growth-Hacking Opportunities for Suppliers Using S...
 
The Real Estate SEO
The Real Estate SEOThe Real Estate SEO
The Real Estate SEO
 
Data-driven digital marketing agency | Adloonix presentation
Data-driven digital marketing agency | Adloonix presentationData-driven digital marketing agency | Adloonix presentation
Data-driven digital marketing agency | Adloonix presentation
 

Mehr von OpenView

Mehr von OpenView (20)

How to Scale with Usage-Based Pricing with Kyle Poyar from OpenView
How to Scale with Usage-Based Pricing with Kyle Poyar from OpenViewHow to Scale with Usage-Based Pricing with Kyle Poyar from OpenView
How to Scale with Usage-Based Pricing with Kyle Poyar from OpenView
 
Investment Bank Overview from OpenView
Investment Bank Overview from OpenViewInvestment Bank Overview from OpenView
Investment Bank Overview from OpenView
 
2022 Venture Debt Guide from OpenView
2022 Venture Debt Guide from OpenView2022 Venture Debt Guide from OpenView
2022 Venture Debt Guide from OpenView
 
11 PLG Principles for the Age of Connected Work from OpenView
11 PLG Principles for the Age of Connected Work from OpenView11 PLG Principles for the Age of Connected Work from OpenView
11 PLG Principles for the Age of Connected Work from OpenView
 
Inventing Product-Led Growth
Inventing Product-Led GrowthInventing Product-Led Growth
Inventing Product-Led Growth
 
Developer Documentation Best Practices
Developer Documentation Best PracticesDeveloper Documentation Best Practices
Developer Documentation Best Practices
 
What Happened After SaaS Companies Introduced Free Offerings Last Year
What Happened After SaaS Companies Introduced Free Offerings Last YearWhat Happened After SaaS Companies Introduced Free Offerings Last Year
What Happened After SaaS Companies Introduced Free Offerings Last Year
 
PLG SaaS Camp - Openview - Feb 2021
PLG  SaaS Camp - Openview - Feb 2021PLG  SaaS Camp - Openview - Feb 2021
PLG SaaS Camp - Openview - Feb 2021
 
Developer Buyer Journey Best Practices
Developer Buyer Journey Best PracticesDeveloper Buyer Journey Best Practices
Developer Buyer Journey Best Practices
 
Developer Buyer Journey Best Practices
Developer Buyer Journey Best PracticesDeveloper Buyer Journey Best Practices
Developer Buyer Journey Best Practices
 
How Organizations Can Focus Sales for Maximum Impact
How Organizations Can Focus Sales for Maximum ImpactHow Organizations Can Focus Sales for Maximum Impact
How Organizations Can Focus Sales for Maximum Impact
 
The Recession Planning Framework for Startups
The Recession Planning Framework for StartupsThe Recession Planning Framework for Startups
The Recession Planning Framework for Startups
 
Customer Health Scoring Best Practices
Customer Health Scoring Best PracticesCustomer Health Scoring Best Practices
Customer Health Scoring Best Practices
 
Product Led Growth: The Rise of the User
Product Led Growth: The Rise of the UserProduct Led Growth: The Rise of the User
Product Led Growth: The Rise of the User
 
2019 Expansion SaaS Benchmarks
2019 Expansion SaaS Benchmarks2019 Expansion SaaS Benchmarks
2019 Expansion SaaS Benchmarks
 
Product Led Growth: The Rise of the User
Product Led Growth: The Rise of the UserProduct Led Growth: The Rise of the User
Product Led Growth: The Rise of the User
 
The Future of B2B Growth is Product Led - Latitude59
The Future of B2B Growth is Product Led - Latitude59The Future of B2B Growth is Product Led - Latitude59
The Future of B2B Growth is Product Led - Latitude59
 
The Future of B2B Growth is Product Led
The Future of B2B Growth is Product LedThe Future of B2B Growth is Product Led
The Future of B2B Growth is Product Led
 
How Small Teams Can Build Powerful Content Engines
How Small Teams Can Build Powerful Content Engines How Small Teams Can Build Powerful Content Engines
How Small Teams Can Build Powerful Content Engines
 
2018 Expansion SaaS Benchmarks
2018 Expansion SaaS Benchmarks2018 Expansion SaaS Benchmarks
2018 Expansion SaaS Benchmarks
 

Kürzlich hochgeladen

Call Girls in Lahore 03068178123 Mr Jimmy
Call Girls in Lahore 03068178123 Mr JimmyCall Girls in Lahore 03068178123 Mr Jimmy
Call Girls in Lahore 03068178123 Mr Jimmy
Escorts in Lahore 03068178123
 
JUAL OBAT PENGGUGUR KANDUNGAN PALANGKARAYA 087776-558899 KLINIK ABORSI PALANG...
JUAL OBAT PENGGUGUR KANDUNGAN PALANGKARAYA 087776-558899 KLINIK ABORSI PALANG...JUAL OBAT PENGGUGUR KANDUNGAN PALANGKARAYA 087776-558899 KLINIK ABORSI PALANG...
JUAL OBAT PENGGUGUR KANDUNGAN PALANGKARAYA 087776-558899 KLINIK ABORSI PALANG...
Cara Menggugurkan Kandungan 087776558899
 
Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...
Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...
Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...
ZurliaSoop
 

Kürzlich hochgeladen (7)

Call Girls in Lahore 03068178123 Mr Jimmy
Call Girls in Lahore 03068178123 Mr JimmyCall Girls in Lahore 03068178123 Mr Jimmy
Call Girls in Lahore 03068178123 Mr Jimmy
 
JUAL OBAT PENGGUGUR KANDUNGAN PALANGKARAYA 087776-558899 KLINIK ABORSI PALANG...
JUAL OBAT PENGGUGUR KANDUNGAN PALANGKARAYA 087776-558899 KLINIK ABORSI PALANG...JUAL OBAT PENGGUGUR KANDUNGAN PALANGKARAYA 087776-558899 KLINIK ABORSI PALANG...
JUAL OBAT PENGGUGUR KANDUNGAN PALANGKARAYA 087776-558899 KLINIK ABORSI PALANG...
 
Vivek @ Cheap Call Girls In Mayur Vihar | Book 8448380779 Extreme Call Girls ...
Vivek @ Cheap Call Girls In Mayur Vihar | Book 8448380779 Extreme Call Girls ...Vivek @ Cheap Call Girls In Mayur Vihar | Book 8448380779 Extreme Call Girls ...
Vivek @ Cheap Call Girls In Mayur Vihar | Book 8448380779 Extreme Call Girls ...
 
Vivek @ Cheap Call Girls In Mukherjee Nagar | Book 8448380779 Extreme Call Gi...
Vivek @ Cheap Call Girls In Mukherjee Nagar | Book 8448380779 Extreme Call Gi...Vivek @ Cheap Call Girls In Mukherjee Nagar | Book 8448380779 Extreme Call Gi...
Vivek @ Cheap Call Girls In Mukherjee Nagar | Book 8448380779 Extreme Call Gi...
 
Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...
Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...
Jual Obat Aborsi Palembang ( Asli No.1 ) 085657271886 Obat Penggugur Kandunga...
 
Professional Basic Selling Skills - 3.5.pdf
Professional Basic Selling Skills - 3.5.pdfProfessional Basic Selling Skills - 3.5.pdf
Professional Basic Selling Skills - 3.5.pdf
 
Abortion pills in Jeddah +966572737505 <> buy cytotec <> unwanted kit Saudi A...
Abortion pills in Jeddah +966572737505 <> buy cytotec <> unwanted kit Saudi A...Abortion pills in Jeddah +966572737505 <> buy cytotec <> unwanted kit Saudi A...
Abortion pills in Jeddah +966572737505 <> buy cytotec <> unwanted kit Saudi A...
 

A Step by Step Guide to Scaling Sales Ops

  • 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. 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. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 3 WHAT’S ON YOUR BOSS’S MIND?
  • 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. 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. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 6 A TEAM OF ONE MAKES THIS REALLY HARD.
  • 7. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 7
  • 8. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 8 STRATEGY & PLANNING REPORTING & ANALYTICS DEAL DESK SALES PRODUCTIVITY
  • 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. 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. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 11
  • 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. 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. 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. 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. 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. 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. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 18 YOU CAN’T DO IT ALL. PICK WHAT’S MOST IMPORTANT TODAY.
  • 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