Sales Operations Insights v1.0

THE SECRET FORMULA Curiosity + Logic + Creativity + Procedures + Branding ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

INNOVATIVE IDEAS ARE HIGH IN DEMAND AND LED TO THREE SALES OPS GROUPS 17 Years, 15 roles, 7 cities 14 Months 20 Months

SALES OPS GROWTH ,[object Object],[object Object],[object Object]

PROVING THE VALUE OF SALES OPS REMAINS A KEY PRIORITY ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

SALES OPS VISION: THEN AND NOW ,[object Object],2005 2010 The 3E’s of Sales Operations: Drive profitable growth by Enabling a more Efficient and Effective sales organization with tools, process, information, and resources that align with customer needs and make selling fun.

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Analysis & Planning Effectiveness & Enablement Financial Operations Information Systems Development & Education Support Programs KEY SALES OPERATIONS PROCESSES

Ken Revenaugh VP Of Sales Operations Kerrie Pate Program Manager Mike Jasmer Manager Sales Analytics Theresa Irving Manager Sales Operations Analysis & Planning Financial Operations Development & Education Support Programs IT HR Doug Ferreira Manager Sales Training Karl Huber Manager Sales Systems Effectiveness & Enablement Information Systems # Direct Reports 1 3 2 2 Glenn Dobbs Implementation Manager

THE ANATOMY OF A WORLD CLASS SALES ORGANIZATION

WHEN WE HAVE A HIGH PRIORITY GAP, ADDITIONAL RESOURCES ARE NEEDED THE ANATOMY OF A WORLD-CLASS ORGANIZATION (5.0)

[object Object],[object Object],[object Object],THOSE RESOURCES COME IN THREE FORMS

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],NO MATTER THE NEED, BUDGET ONLY COMES WITH A BUSINESS CASE

WHEN IT’S TIME TO ACT THERE IS NO ROOM FOR ERROR ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

YOU HAVE A FRAMEWORK THAT GENERATES HIGH VALUE IDEAS Customer Focus & Growth Strategy Go-to-Market Strategy Marketing & Sales Operations Strategy Execution Competitor Insight ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Segmentation & Targeting ,[object Object],[object Object],[object Object],[object Object],Competency Model Sizing & Deployment Marketing Mix Hiring, Training & Coaching Success Measures Compensation & Motivation Programs Performance Management Information & Tools Marketing & Sales Analytics ,[object Object],[object Object],Value Proposition What Sales Channels How Sales Process How Customer Insight

TOGETHER WE WILL BRING THOSE IDEAS TO LIFE

OUR PROJECTS USUALLY LEAD TO PROGRAMS… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],PROJECT PROGRAMS

… AND ONGOING PROGRAMS CREATE LARGER SALES OPERATION TEAMS

YOU HELPED WITH OUR HUMAN CAPITOL PROJECT

RECRUITING PROCESS IS BEST IN CLASS

CEB TELLS US WE HAVE MORE BLOODHOUNDS THAN ANY OTHER ORGANIZATION

Sales Operations Insights v1.0

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Sales Operations Insights v1.0