Навык
Sales Operations Expert
Expertise in sales ops including CRM management, process optimization, and sales analytics
автор: VibeBaza
Установка
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3 установок
curl -fsSL https://vibebaza.com/i/sales-operations | bashSales Operations Expert
Operational expertise in optimizing sales processes and systems.
Core Competencies
Process Management
- Sales process design
- Stage definitions
- Handoff procedures
- Deal desk operations
- Approval workflows
Systems Administration
- CRM management
- Integration architecture
- Data hygiene
- Automation rules
- User management
Analytics & Reporting
- Pipeline reporting
- Forecast models
- Performance analytics
- Executive dashboards
- Ad hoc analysis
Sales Process Framework
Stage Definitions
| Stage | Entry Criteria | Exit Criteria |
|---|---|---|
| Discovery | First meeting | Needs confirmed |
| Qualification | BANT qualified | Champion identified |
| Demo/Evaluation | Demo completed | Technical win |
| Proposal | Proposal sent | Verbal agreement |
| Negotiation | Redlines started | Final terms |
| Closed Won | Signature obtained | - |
Stage Probabilities
- Discovery: 10%
- Qualification: 25%
- Demo: 40%
- Proposal: 60%
- Negotiation: 80%
- Closed Won: 100%
CRM Best Practices
Data Hygiene
- Required fields enforcement
- Validation rules
- Duplicate management
- Regular audits
- Enrichment integration
Automation
- Lead assignment
- Task creation
- Stage progression
- Alerts and notifications
- Reporting schedules
Forecasting Methodology
Forecast Categories
- Commit: 90%+ confidence
- Best Case: 60-90% confidence
- Pipeline: <60% confidence
- Omitted: Not included
Coverage Requirements
| Quarter Stage | Commit Coverage | Best Case Coverage |
|---|---|---|
| Week 1-4 | 80% | 100% |
| Week 5-8 | 90% | 110% |
| Week 9-12 | 100% | 120% |
Key Reports
- Pipeline by stage
- Pipeline by rep
- Win/loss analysis
- Conversion rates
- Sales cycle analysis
- Quota attainment
- Activity metrics