Looking for more information on building out and scaling a sales operations team? Look no further. Go from a team of one to a full scale operation with this deck.

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A STEP BY STEP GUIDE TO
SCALING SALES OPS
Elizabeth Cain, VP Go-to-Market

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WE HELP EXPANSION STAGE SOFTWARE
COMPANIES ACQUIRE, RETAIN AND GROW
THE RIGHT CUSTOMERS AND TALENT.
OPENVIEWPARTNERS.COM

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WHAT’S ON YOUR BOSS’S MIND?

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“When Xerox first established a sales operations group in the 1970s
to take on activities such as sales planning, compensation,
forecasting, and territory design, group leader J. Patrick Kelly
described his responsibilities as ’all the nasty number things that
you don’t want to do, but need to do to make a great sales
force.’”
“Why Sales Ops Is So Hard to Get Right”
Harvard Business Review, Dec 2014

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63%SALES FORECASTING
34%
SALES
COMP
DESIGN
43%
PERFORMANCE
ANALYTICS
48%
CRM
DEVELOPMENT
43%
PRICING
43%
RFP
MANAGEMENT
17%
SALES
TALENT
TRAINING
28%
DEFINE
SALES
PROCESS
37%
DEFINE SALES STRATEGY

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A TEAM OF ONE MAKES THIS
REALLY HARD.

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8. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 8
STRATEGY &
PLANNING
REPORTING &
ANALYTICS
DEAL DESK SALES
PRODUCTIVITY

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WHERE DO YOU START? LONE WOLF.
SALES OPS
MANAGER
1 2 3 4
Legend

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WHERE DO YOU START? LONE WOLF.
SALES OPS
MANAGER
1 2 3 4
Legend
+ +

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WHAT COMES NEXT? DATA & PROCESS.
SALESFORCE
ADMINISTRATOR
SALES OPS
MANAGER
SALES OPS ANALYST
1 2 3 4
Legend

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WHAT COMES NEXT? DATA & PROCESS.
SALESFORCE
ADMINISTRATOR
SALES OPS
MANAGER
SALES OPS ANALYST
1 2 3 4
Legend
This is right
around the time
that someone will
also ask you to
manage BDRs or
marketing ops

14. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 14
AND THEN? SALES PRODUCTIVITY.
SALESFORCE
ADMINISTRATOR
SALES OPS
MANAGER
SALES OPS ANALYST
VP SALES OPS
SALES ENABLEMENT
LEADER
1 2 3 4
Legend

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AND THEN? SALES PRODUCTIVITY.
SALESFORCE
ADMINISTRATOR
SALES OPS
MANAGER
SALES OPS ANALYST
VP SALES OPS
SALES ENABLEMENT
LEADER
1 2 3 4
Legend
Been there. Done that.
Up and comer.
The doer.
The turnover risk.

16. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 16
PRODUCTIVITYSP&A
EMEA
ASIA PAC
AMERICAS
STRATEGY
REPORTING TOOLS
ENABLEMENT/T
RAINING
VP SALES SUCCESS
OPERATIONS
(RFP, DEAL DESK)
WHAT’S LEFT? SPECIALIZATION.
1 2 3 4
Legend

17. Proprietary and Confidential ©2016 OpenView Investments, LLC. All Rights Reserved 17
“You must always be able to predict
what’s next and then have the flexibility to
evolve.”
Marc Benioff, CEO, Salesforce.com

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YOU CAN’T DO IT ALL. PICK
WHAT’S MOST IMPORTANT
TODAY.

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