Sales is an organization that often prefers not to be structured, so process is not often formalized on sales teams. But even if process hasn’t been defined, something falls into place from habit or tradition that takes the place of process. Sales organizations that establish best practices for sales operations are more efficient than those that don’t. KickStart can help you assess your sales and services delivery processes and help you restructure the flow to boost your overall productivity and effectiveness, and lower your cost of sales.

• Sales Operations and Processes

Sales Operations and Processes

Sales process should be the stabilizing element for sales activities, forecasting and account management. Sales is a process, just like manufacturing. The sales process is the launch pad for all successful marketing collateral, sales tools and presentation materials. KickStart Alliance helps companies define the sales process for successfully connecting products with customers.

In the last five years Sales Operations has emerged as a driving force for sales productivity. Sales Operations has multiple functions that in combination help a company meet their unique business goals. KickStart Alliance helps companies set up and run sales operations, including:

• Analysis & trends (reports, forecasts, target setting)
• Partner support (for technology, marketing or channel partners)
• Sales activities (up-selling, installed base sales, support contract renewals, accessories)
• Proposal & order services (pricing, discounting, proposal prep, order review)
• Compensation & incentives (comp plan administration, sales contests)

Read the following KickStart articles relating to Sales Operations and Processes:

• Aligning Sales & Marketing With the Lead Flow Process by Janet Gregory
• Rev Up Your Sales Organization for Success by Janet Gregory
• Secrets of an Ex-VP of Sales Confession: Sales Operations is the Secret to Sales Success by Janet Gregory