Process Transformation
A Sales Operations organization is always on the lookout for ways to optimize a processes, transform the business, automate administrative tasks, implement new tools etc. Making the job easier and quicker for the sales organization without adding overhead somewhere else is the priority.
Highlights
Planning
Transformed business model to a channel demand pull model (Sales out v. Sales in); which remains a foundational concept years later.
Managed to a tight (and customer aligned) channel inventory targets.
Implemented a pipeline/forecast review process weekly with leadership and finance.
Measurement
Harmonized Business Metrics for consistent measurement of the business across channels, regions &/or countries.
Created the single "source of truth" for the data and ensure it was available to all areas of the business.
Harmonized SFDC adoption with global Tableau CRM dashboards.
Compensation
In alignment with the planning change, the compensation plans were all transitioned to Sales out -eliminating quarter-end spikes in shipments and establishing a more predicable input for corporate financial planning.
Automated several areas of compensation including, quota setting, plan communication, payout, exception approvals etc.
Tool Adoption
Ensured that enterprise tools (i.e. SFDC, D365) was optimized and adopted by the business.
This includes in part; complete revamp of enablement, simplification in some areas, clear definitions, harmonized metrics and a redesign of sales pipeline methodologies (D365) and full realignment of SFDC structure as a result of a change in the B2B business model.