Highspot Blog

Sales Operations: What It Is, Why It’s Necessary, and How to Best Implement It

sales operations

In the early days of sales operations, sales ops professionals measured financial analytics, conducted reports, and predicted sales forecasting. Mainly, they were problem-solving number crunchers.

These days, they do all that and much more.

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. When implemented alongside strategic training, tools, and engagement techniques, sales operations can help sales teams become more productive and efficient and have a positive impact on both the top- and bottom-line performance.Continue reading article ›

Four Steps to Successful Change Management

change management best practices

Whether it’s a modified sales process, updated compensation plan, or new sales tool, change management can be one of the most challenging obstacles that sales teams face. The ability to lead change can make or break the success of your team’s ability to adapt to major business changes, so it’s important to implement an effective change management strategy to help your reps adopt change within your organization.

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Peer to Peer Relationships: Inside Sales and Field Sales

Building peer-to-peer relationships in sales

When we talk about modern-day sales cycles, we hear a lot of challenges. Just about every sales rep will tell you that the sales cycle is getting increasingly complex. With the continuous advent of new technology, leadership teams have more visibility and insight into how effective their current business operations are. Because of this, there are now multiple stakeholders, all of whom want a voice in why and how to improve their current processes.

So, what does this mean for sales organizations? As an account development representative, I talk every day with people who are experiencing these kinds of challenges—and I also am part of a team that is selling into this increasingly complex world. Let’s take a closer look at how peer-to-peer relationships within sales organizations can make a tremendous, positive impact on modern sales cycles.Continue reading article ›

Defining Sales Enablement Roles and Responsibilities for Organizational Success

defining sales enablement roles and responsibilities

One of the great things about being in an industry that is still defining itself is that there are no real boundaries. When it comes to sales enablement, the sky is the limit because we’re all defining what it is and what it means to our individual organizations.

Conversely, this freedom can also cause confusion or friction when determining “who does what” to empower sales. As a sales enablement professional, it can be difficult to understand where responsibilities start and stop, when to enlist other teams, and what may be overlooked as being done already (but isn’t).

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Sales Enablement and Sales Operations — One Team

Sales Ops and Enablement working together

Although it’s relatively new to the B2B scene, the Sales Enablement function has quickly gained momentum and is having a measurable impact on business growth. When done right, sales enablement has the ability to improve sales conversion rates 10%-20%, or more. And as a result, 53% of organizations in our Sales Enablement Practitioner survey have a dedicated Sales Enablement team today.

Because a separate Sales Enablement team is new to most organizations, its hierarchical order within the organization has raised many questions, especially in relation to the sales operations team. There is potential for conflict between these two groups, as the two roles evolve and sometimes overlap. As a business leader, it is critical to clearly define the roles and responsibilities—and opportunities to collaborate—for each group, to ensure all teams work together effectively.

The fact is, both Sales Enablement and Sales Operations are critical to supporting the sales team’s success. So, how should growing companies organize and charter the two teams for maximum effectiveness?Continue reading article ›

How to Structure Your Sales Enablement Team

sales enablement team structure

Making the decision to invest in sales enablement is a huge step towards truly accelerating your customer acquisition efforts, but how do you structure this organization?  What are their core objectives and responsibilities?

Sales enablement is different than sales operations. According to SiriusDecisions, the difference is as follows:

Generally, sales enablement focuses on onboarding and certification, sales asset management, sales communications, and coaching and training skills. Sales operations, on the other hand, handles planning, territory optimization, compensation, sales analytics, and technology.

With this in mind, the following three core areas of responsibility lay the foundation for how to structure and staff your sales enablement group. The roles and responsibilities will vary based on the size of company, sales and distribution model, and markets served, but these three areas will remain constant.Continue reading article ›

Does Your Company Need a Chief Revenue Officer?

chief revenue officer

Let’s start with the definition of “Chief Revenue Officer,” and then move on to whether or not your company needs one.

There is a great discussion about this over on Quora, where the community has pitched in to answer the question, “What is a Chief Revenue Officer?” The answers vary widely; while some say it is a silly, inflated title, others say the Chief Revenue Officer is a strategic, revenue-focused member of the executive management team (essentially the “Chief Sales Officer”).Continue reading article ›