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Sales Ops - Friend or Foe?

How is your current Sales Ops team? Do they add value or do they slow down your selling? What could they do to improve?

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5
HarryCaray
Notable Contributor
+14
Regional VP
I know I might be in the minority here, but I'm a fan of our Sales Ops team.ย  The only real time they slow things down is when the AE screwed something up to begin with.ย  Our Sales Ops manager is a former AE (which helps) and is honestly one of the brightest people in the company.ย  His word carries a lot of weight around here.ย  I have heard a lot about poor sales ops teams in other companies though.ย  I might be lucky.
supersoph
RevOps
I agree -- I think being an AE and BDR should be a pre-req!
Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
They are both and always are both. They are driven by the same and totally opposite metrics. Wish they put their IC hats on more than looking at best for company cause finance pounds them so hard.ย 
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
I think it totally depends on what your Sales Ops team background is. Did they come from the production (BDR/AE) side of the business, or are they hardcore FP&A junkies who wanted to put on a sales hat once in a while? The former will try to always be a friend because they've "been there", but the latter is unlikely to understand the context of your deal or discounting wizardry. Oh, and it depends on if Sales Ops is designed to also encompass enablement--if it does, then you're more likely to get former sales-track folks who will go to bat for you.
supersoph
RevOps
I love this and completely agree. Also, are they living under finance or sales and marketing? Is the GTM team aligned under a CRO, or is it disjointed and falls under a dept that isn't completely aligned with sales.ย 
HarryCaray
Notable Contributor
+14
Regional VP
3 comments here (other than this one) but only one upvote so far!ย  We gotta do better about that guys.ย  If you care enough to comment, show some love and give an upvote so the author gets some commish!
supersoph
RevOps
Preach!!
IceColdCloser
Good Citizen
AE
For me....Foe - I don't mean to offend anyone who works in Sops.....

But, what do they actually do?ย 

In my current company they are essentially PA's for the VPs.

In every previous company they are so far off the mark with regard to what sales need, the campaigns they run, what the market wants and who the business should actually be focusing their time on.

For me Marketing>Sops.....not that thats saying much
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+44
TheRealTommyCallahan , ย  Bueller , ย  GDO ย  and 44 people voted