Sales and Rev Ops leaders have long been the unsung heroes of revenue generation – until now.
We realized that Ops needed a voice, especially in the European market. That’s why we’ve created this Inside Modern Sales Operations series. You’ll find each article packed with real, unfiltered advice from one Rev and Sales Operations leader that’s influencing the B2B SaaS industry worldwide.
Today we’re featuring Yash Arora, Global Sales Operations Manager at Ontruck. Let’s see what he has to say about sales process optimization.
I’m a Senior Sales Operations Manager and Salesforce Consultant and enthusiast currently helping disrupt the highly traditional logistics industry through technology at Ontruck. I lead strategic projects related to optimizing Salesforce and Pardot.
I help boost productivity and generate more revenue by creating scalable sales processes, analyzing data to make data-driven decisions, and providing training and sales enablement material for our global sales team.
While designing sales processes, it is easy to lose sight of the end-user. The solution might be perfect in your head, but if it’s far from reality or cumbersome for the end-user, it won’t get far.
There is beauty in simplicity. Design processes which on the surface are easy and intuitive, so the sales team can focus on what they do best – sell – while at the same time allowing you to capture the data you need.
Ensure that the end-user sees real value in the solution, instead of a process you built “so that management can get the right reports.” Moreover, don’t forget to gather regular feedback and iterate.
Ensure that sales reps see real value in the solution, instead of a process you built just so that management can get the right reports.
For example, Salesforce out of the box was simply not ready to do the kind of revenue forecasting we required. We needed to know how many orders to expect per business line and territory monthly due to the volatile nature of the logistics industry. Besides being able to forecast planned orders, having this forecast was paramount to determine the supply of trucks needed to meet demand.
To solve this challenge, I implemented a simple end-user solution (complex in the backend for me) by customizing a Salesforce app exchange app to capture the forecast. I focused the benefits of the solution primarily on the end-user, and in turn, it’s an incentive for them to keep their Salesforce up to date. Win-win!
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Want to check out the rest of the Inside Modern Sales Operations series? Read more articles.