Download the PDF: https://www.demandmetric.com/content/formalizing-sales-support-function At the highest level, the Sales Support function is responsible for ensuring that the Sales and Marketing departments have the tools, resources, and systems they need to achieve current and future sales revenue targets.

1. FORMALIZING
THE SALES
SUPPORT
FUNCTION
HOW-TO GUIDE

2. 2 Formalizing the Sales Support Function How-to Guide
At the highest level, the Sales Support function is responsible for ensuring that the Sales and
Marketing departments have the tools, resources, and systems they need to achieve current and
future sales revenue targets.
Use Demand Metric’s downloadable Director of Sales Support job description to formalize
the role of sales support in your organization.
HOW-TO GUIDE
Formalizing the
Sales Support Function
Director of Sales Support Responsibilities
Facilitate Deal Closing manage multi-region opportunities by building and managing project
specific sales teams, and provide support to facilitate opportunity conversion.
Direct and Manage regional Sales Operations and Application Managers to efficiently support the
sales and marketing departments.
Analyze Business Processes and collaborate with Senior Account Managers, Sales and Marketing
Directors, Technical Support, and Operations to identify opportunities to streamline processes and
measure results of activities.
Implement and Maintain enterprise Customer Relationship Management (CRM) system and
provide support for sales, marketing, and customer service.
Develop Sales Support Metrics to track and report on performance and productivity of the tech-
nical sales support team.
Build a collaborative environment by emphasizing teamwork.
Develop and Communicate sales support strategy to management team.
Develop and Impement comprehensive strategies, systems, tactics, metrics, budgets, resource
requirements, and action plans to grow and support sales revenue targets and future growth
targets within a specified geographic region.
If you are serious about CRM or winning multi-region deals, you need a formalized Sales Support
function. Assess your current level of effectiveness, and if necessary, hire an experienced Director
of Sales Support who can optimize this process.
Bottom Line

3. 3 Formalizing the Sales Support Function How-to Guide
1
2
3
4
5
Assess your
Effectiveness
Formalize Job
Description
Interview
Candidates
Set Goals and
Objectives
STEP 1 - Assess your Effectiveness
Determine Your
Needs
Sales Support Effectiveness
Survey Evaluates Success
Download the accompanying
Sales Support Effectiveness
Survey to evaluate your current
maturity in this area.
V I E W R E S O U R C E
Sales Support Effectiveness Survey

4. 4 Formalizing the Sales Support Function How-to Guide
1
2
3
4
5
Assess your
Effectiveness
Determine
Your Needs
Not all organizations require a formal Sales
Support function. If you have requirements in
the areas of CRM, multi-region sales oppor-
tunities, collecting sales metrics and bench-
marks, and reporting, there is a good chance
that you would benefit from this function.
Action Plan
STEP 2 - Determine Your Needs
Formalize Job
Description
Interview
Candidates
Set Goals and
Objectives
Do You Need the Sales
Enablement Readiness
Assessment?
Sales Enablement Readiness Assessment
V I E W R E S O U R C E

5. 5 Formalizing the Sales Support Function How-to Guide
1
2
3
4
5
Formalize Job
Description
Action Plan
STEP 3 - Formalize Job Description
Assess your
Effectiveness
Determine Your
Needs
Interview
Candidates
Set Goals and
Objectives
Seek Out the Right
Candidate for Your Next Hire
Use Demand Metric’s
customizable Director of Sales
Support job description to
outline what you are looking
for in a candidate and the
requirements of the position.
V I E W R E S O U R C E
Director of Sales Support

6. 6 Formalizing the Sales Support Function How-to Guide
1
2
3
4
5
Interview
Candidates
You may wish to hire internally for this role,
as deep knowledge of company processes,
strategy, and methods are essential for
success in this position. Complete a fair, open
hiring process, and select the candidate who
is best for the job. Important skills include busi-
ness analysis, sales and marketing operations,
communication, and system support.
STEP 4 - Interview Candidates
Assess your
Effectiveness
Formalize Job
Description
Set Goals and
Objectives
Action Plan
Determine Your
Needs
Assess Candidates with
the Interview Evaluation
Matrix
Interview Evaluation Matrix
V I E W R E S O U R C E

7. 7 Formalizing the Sales Support Function How-to Guide
1
2
3
4
5 Set Goals and
Objectives
Once you have selected your Director,
complete an initial meeting to set and docu-
ment the goals and objectives for the year. Be
sure to discuss how efforts will be measured
upon performance review.
Action Plan
STEP 5 - Set Goals per Objectives
Assess your
Effectiveness
Formalize Job
Description
Interview
Candidates
Determine Your
Needs
Set Goals and Objectives
for Measurable Results
Sales Enablement Plan Playbook
V I E W R E S O U R C E

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