Setting Up a Sales Operations Department from Scratch

Your sales operations team must improve the efficiency of the sales team. Instead, sales ops has become a catch all that gets assigned the work no one else wants to do. On this week’s SBI Sales and Marketing podcast we spoke with Burke Lippert, senior director of sales operations at Spok. Listen here as Burke explains how she built an effective sales ops team from the ground up.

During the episode, Burke will answer questions such as:

• What business outcomes should a new sales operations team strive to deliver?
• What should the strategic focus areas of a new sales operations team be?
• What should the forecast and pipeline management process be for a new sales ops team?
• What should the processes for critical activities like territory design and quota setting be for new sales ops teams?

When deployed correctly sales operations can impact revenue growth in a meaningful way. But it must be properly staffed and built. Listen as Burke discusses the best way to do this. She will explain why you should not starve this key department.