Sales Operations2018-03-23T08:33:07-05:00

Sales Operations

In many organizations, sales operations is a mess. There are dozens of stories we could tell. And the opportunities lost measure in the millions.

Too many companies keep valuable sales data on an M: drive buried in Excel spreadsheets, lists from trade shows, scans of business cards, folders full of quotes and contracts and presentations and documents from years ago.

It’s a mess, and trying to find the information you need can huge waste of time. We’ve all been there, but it doesn’t have to be that way.

Problems Worth Solving

Sales Operations enables you to see how leads are managed into your organization, how they’re routed and qualified, and whether or not they are pursued properly. A successful sales operations effort provides you with the business intelligence that you need to run your business, including:

  • Prospect data management
  • Mailing list effectiveness
  • Sales forecasting
  • Tailored reports and metrics
  • Financial planning

The Vx Solution

A focus on sales operations allows you to map your internal sales process from the moment you identify a prospective new customer to the day that your product ships out the door an invoice is generated, and payment is received.

Our goal is to work with you to find a solution to make that process as clear and concise as possible, so that customers come in products go out and revenue comes into your business.

Solutions include:

  • Sales compensation design
  • Sales team restructuring
  • Sales enablement staff (CoPilot)
  • Dealer development
  • Dealer outreach, training & communications
  • Integrated marketing training
  • Sales team coaching
  • Customer Relationship Management (CRM) software implementation & training

Frequently Answered Questions

I bought Salesforce. Why didn’t it work?2018-05-01T13:07:34-05:00

Salesforce is a great, flexible Customer Relationship Management (CRM) tool, but like all tools it’s not magic. If you buy a chainsaw, do your trees automatically fall down? Will they fall in the right direction and not hit your house? All tools require training, planning, upkeep and consistency, otherwise they are just things you bought. Ask yourself this: Does my team know how to use Saleforce? Have I given them the training they need to get the most out of it?

Why does it take so long for a quote to go out the door?2018-05-01T13:07:37-05:00

Well, this might be hard to hear, but your quote process is probably slow. It might be because it’s overly complex, or the information needed to develop the quote is disorganized, or there are too many people involved in the process, or … you get the picture. No matter what, you need to figure it out before you get another quote request.

How much did I spend at that tradeshow?2018-05-01T13:07:41-05:00

Trade shows can be a great way to put your company’s products or services on display, meet with existing clients and reach out to new ones, and most trade shows have options for every budget. Your trade show budget should be directly influence by the outcomes you hope to achieve. If you didn’t achieve them, it could be because you either spent too much or not enough. Before you go to a tradeshow, you need to have a goal. That’s where we come in.

How many opportunities came through my website last month?2018-05-01T13:07:45-05:00

You don’t know? If that’s the case, there’s a disconnect somewhere. Chances are, you’re getting web leads. Where are those leads going? Who is screening them? What are you doing with them? Are they being added to your CRM? Is anyone following up on them? We can help you answer those questions, and develop a strategy to drive more leads.

If one of my sales people leave, what happens to all their customer information?2018-05-01T13:07:50-05:00

That depends on how this information is stored. If you’re staff is relying on the old rolodex method, or a spreadsheet, that information could be leaving with them – even if it is against company policy. Putting a Customer Relationship Management (CRM) platform in place will ensure a smooth transition and keep all customer information organized and secure in the event of an employee departure. We can get you started.

What does my sales forecast looks like next week, next month, next quarter or next year?2018-05-01T13:07:54-05:00

Without a little more information that’s kind of difficult to answer. Your forecast should be one of growth – with a nice mix of sales to existing and new ideal customers. If it doesn’t, it’s time to get us involved.

Sales Operations for Global Businesses

For international sales teams, your sales processes and tools are even more important. Learn more »

Relevant Resources

Sales Operations

Featured Program

CRM Leadership & Implementation

CRM gives you visibility into the activity of your sales team, real time insight into your sales pipeline and peace of mind knowing that your most valuable asset is safe and secure.

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  • Define your start-to-close sales process

  • Select and implement the right CRM platform for your business

  • Organize and clean up your customer data

  • Train your team to ensure adoption

  • Define lead follow-up processes

  • Instill team accountability through assigned actions