top of page
Business Meeting

SALES OPERATIONS

​

Scaling for tomorrow

Sales operations group.png

Sales Directors & Leaders have an incredibly hard job running the sales organisation: leading teams, managing the business and strategising. But what about all this other stuff?  Forecasting, building out sales territories, figuring out commission plans also have to happen and you might even need to sell something too!

“How can I do all this?!”, I hear you ask. Sales operations is the key expanding your leadership capacity by allowing you to leverage your time efficiently and facilitating a business that scales fast.

My name is Antony Darvill, and I've been building sales organisations since 2009. My core competencies for Sales Operations are around data analytics, communication, strategic analysis and collaboration. 

 

If you’d like to know more  about sales operations - you'll find a breakdown of how I can help below. 

Operations: Services

1. Sales Territory Planning

​

  • Defining and Sizing the total addressable market(s)

  • Developing a go-to-market strategy for different geographies, market segments (small, medium and enterprise) and industries. You may even wish to consider new vs existing customers.

  • Setting up equitable sales territories: driving fairness is key to an engaged and competitive sales  force.

2. Sales Compensation

​

  • Setting sales individual and overlay quotas

  • Incentive compensation: Variable pay

  • Incentive compensation: Accelerators

  • Designing compensation plan

3. Forecasting

 

  • Determining the best forecasting methodologies

  • Analysis relevant predictive and historical data

  • Developing accurate top-down and bottom-up forecasting

  • Maintaining data hygiene 

4. Sales Tools and Enablement

​

  • Sales tools for your team: email, phone, marketing and sales automation tools, video meeting tools and even sales intelligence tools. All of these should integrate with your CRM. 

  • Invest in sales learning: Grovo, getguru.com? 

  • Building a world-class sales learning function

5. Data and Analytics to sell

​

  • Setting up your key metrics: Time to close, Customer Acquisition Cost, Time to Value, Average Order Value, Close Rates (Won and Lost), Expansion Revenue, this list goes on. 

6. Rules for Your Sales Org

​

  • Rules of engagement and account ownership

  • Defining metrics attribution that is in line with company goals and cultural values

  • Key components of the rules of engagement

bottom of page