SOM makes sure sales teams are running as efficiently and productively as possible. Much of their role revolves around optimizing the company's digital CRM to ensure there is clear and effective communication between the sales teams and clients.
Their role also includes a healthy amount of data tracking and analysis to provide stakeholders with recommendations and insights to improve performance.
Duties and Responsibilities
Support the sales team using Salesforce with process improvement, measurement, tracking and analytics relevant to their functional areas
Partner with the Sales and Marketing department to refine lead qualification process, analyze and report on campaign performance with reporting and dashboards
Enhance sales productivity by enabling the team to work smarter by simplifying processes
Create monthly content for executive presentations and board reporting
Track and analyze key metrics including pipeline growth, win / loss rates, and quota attainment
Own the end-to-end process of tracking the sales funnel and operational metrics and delivering regular insights to the business;
define and deliver techniques to improve the funnel performance for sales management.
Assist with onboarding and training new sales employees
Refine customer segmentation, assist with territory management, and create a plan to enhance renewal and upsell processes
Maintain regular check-ins with the CRO and other executives who contribute to opportunity development to determine how sales opportunities are tracking against the plan and identify any problems for internal review and problem solving
Other duties as assigned by the CRO
Experience in sales operations as a Salesforce subject matter expert with proficiency creating reports, optimizing processes, training new hires, and managing dashboards
Ability to understand high-level sales strategies, translate them into system and process requirements, and ensure local execution and business impact
Advanced Excel skills with an expert understanding of SalesForce