Sales StrategyDevelopment of a strategy to achieve revenue targets in an environment of competition and constraints.
Sales PlanningSales planning is the process of implementing sales strategy.
Sales ProcessesThe administration and improvement of sales processes such as quote-to-cash.
Sales TechnologySales processes are completely tied to systems and applications such as CRM and sales force automation. As such, it is common for revenue operations to administer systems from a business perspective and to sponsor projects to improve sales technology.
TrainingTraining for sales, marketing and operations employees in areas such as sales processes and technology.
Product DevelopmentIn many cases, revenue operations is involved in product development. Sales is often viewed as a key stakeholder in product development efforts as they can evaluate if a product is likely to sell.
Go-to-MarketGo-to-market is the process of launching and selling a new or improved product or service.
Quota ManagementSetting targets for sales teams and sales representatives.
Compensation ManagementDeveloping, communicating and administering sales incentive plans.
Campaign ManagementThe development of sales campaigns. This may involve coordination with marketing teams and operations. For example, a sales campaign may have promotional support and require increased production or stock levels.
Sales ForecastingForecasting sales volumes and revenue.
Measures & MetricsMeasuring sales using sales metrics such as customer lifetime value, churn rate and customer satisfaction.
ReportingCommunicating appropriate sales metrics on a regular interval to executive management, sales teams and other stakeholders such as business units.
AlignmentRevenue operations works to align the goals, strategy, systems, processes, measurements, actions, projects and communications of the sales team with marketing, business units, business operations and executive management.
Sales & Operations PlanningSales and operations planning is the process of aligning sales with production. For example, an internet company that forecasts sales of 20,000 internet connections next month that works with network operations to plan to install these services in a timely manner.
Lead ManagementThe generation, scoring and assignment of sales leads.
Proposal ManagementThe development of proposals that meet customer needs and have an attractive revenue structure.
Opportunity ManagementManaging the process of engaging customers, discovering their needs, developing proposals, pitching deals, negotiating and closing.
Sales PipelineManaging the end-to-end sales pipeline from lead generation to close.
Contact ManagementEnsuring that sales people enter their contacts in your sales systems so that the firm retains this information when the sales person leaves.
Deal DeskStructuring deals and setting prices. For example, an approvals process for high revenue low margin deals.
Post SalesPost sales is the process of delivering your obligations to the customer after closing. Sales is often heavily involved in areas such as order fulfillment and customer service in order to reduce churn and to identify new opportunities for upselling and cross-selling.
Order ManagementThe process of delivering the order to the customer.
Relationship ManagementThe process of developing and sustaining relationships with customers. For example, salespeople may remain the primary contact for customers after the order has been delivered to build out the relationship.
|Overview: Revenue Operations|
The management of the core sales processes of an organization.
Also Known As