Does your small/mid sized business need Sales Operations / Support?

by Cindy on April 30, 2009

Having worked for multi-billion dollar companies in business to business retail, national accounts and manufacturing for over 15 years — I can tell you the answer is an emphatic YES!

Our experience in Sales Operations and Support — has been essentially for small and mid-size business – internal units of these companies.

When they were smaller entities the need for these services was even higher than when they out-grew them into multiple departments of Marketing, Creative Services, Business Analysis and so on.

The Sales Operations/Support teams were the conduit between the Sales and Service areas of these smaller concerns.  Bringing communications, processes, reporting, lead generation and CRM assistance.

This support freed the Sales and Service areas to focus their expertise in these areas while Sales Operations/Support handled the details.

Recently, Sales Operations has become a hot topic in businesses of all sizes.  What is their role, who do they report to, how do they contribute to the company’s success?

Sales Operations is fluid with changing focuses, tasks and even reporting structure.  As the business and the sales areas determine needs not fulfilled by other areas, Sales Operations is called upon to “work it out”, “make it happen.”  This is the expertise of this critical bridging area.

At the same time, the number of Virtual Assistants are exploding – Why?  Virtual Assistants provide critical administrative assistance to all size businesses without the associated costs of hiring staff.

What a perfect match!  Virtual Sales Operations — the skills, experience of staff who understand the fluidity of sales, how to support sales, off-site.  Companies can hire these professionals to perform the day-to-day administrative tasks, process improvement, CRM assistance and other tasks without the costs associated with hiring a full-time associate.  A pefect match!

Finding a Virtual Sales Operations Team or Assistant requires some work on the part of the business owner or sales manager.  The individual must be a “fit”.  A thorough interview conducted as a conversation detailing your sales needs and the skills and experience of the Sales Operations professional.  But that is not all, personality is a key factor — what type of employer are you?  How do you respond?  What type of communication do you prefer?  As a contractor — what is the personality of the virtual business?  What equipment and skills are available?  What time will be guaranteed to your business?  Are the hours of operation in sync?

Taking the time to conduct these conversations on both sides will ensure the Virtual Sales Operations team you hire will be a Perfect Match for you and your business – and that you will be able to build a long-term, mutally beneficial relationship.

Leave a Comment

{ 2 comments… read them below or add one }

Steve Turner May 1, 2009 at 3:16 pm

What a valuable resource! In this age of “downsizing” have access to sales and related support so you can stay focused on your key revenue generating activities (sales calls, etc.) is KEY. EOS’s services and expertise are invaluable!!

Shari May 2, 2009 at 1:38 am

Great new blog Cindy! I look forward to reading more of your posts. 🙂

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