Sandy Robinson, M.Ed.

Data audits should be an ongoing activity conducted by the SalesOps team. The team should be looking for gaps, outliers, or other problems in the data. Creating an ongoing process to review data at least monthly is recommended. Ongoing monitoring will enable the team to look at changes in data and derive insights, make iterations, etc.

Ensuring integrations are not only working but optimized. Any time there is a point of integration there is a propensity for friction in the process. Aligning on the source of truth, avoiding circular or redundant integrations, and streamlining within the CRM is critical to getting high quality outputs.

Leveraging data from the CRM is critical to understanding performance metrics. The challenge often is to getting high quality data IN the CRM. This can be accomplished with sales process alignment to the CRM and specific rules for opportunity creation, lead conversion, closing deals and the like. It’s something that requires constant iteration.

Having the appropriate tools set up to actively engage in communication for remote sales operations teams is critical. Once the tools are set up, setting up expectations as to each team members participation, and engagement will be an important next step. It’s always good to communicate, and set expectations with one’s team. In sales operations, it’s also important to make sure to include cross functional stakeholders in the communication plan. Given the nature of sales operations, communicating, with other departments and stakeholders in the organization is crucial to the success of the team.

Especially when I a remote role, communication is critical. Leveraging different types of communication such as texting, chat, group messages, email, internal social connections, etc. are ways to engage. It’s important to be proactive and connected to other departments and team members the SalesOps team supports. Pay attention to each person’s style of communication and meet them where they are. Quality and intentional communication is the way to go in any remote role.

Analyzing patterns such as conversion, loss reason, and win reasons down to the customer level is important. Setting up the CRM system to capture this information will enable reporting capabilities. Providing the sales team with the results of the analysis and further input will help to provide more iterations for future engagements.