Building a Sales Ops Function

Sean Lane has led revenue operations at Drift and Upserve, and hosts Drift's Operations Podcast. In this guide, he explains the different roles sales ops plays, and how to build both the org and processes that make up the function.

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Questions covered in this guide:

Why should SaaS companies invest in Sales Ops?

What’s the difference between Sales Ops and Revenue Ops?

When does it make sense to start to build a Sales Ops function?

Even before you have a dedicated sales ops person, what are the couple of things companies absolutely must do in the early days?

What are the core sales ops metrics to track?

What are the key activities of Sales Ops?

What are the Sales Ops sub-specialties that you start to hire for as you scale?

Where does Sales ops fit in the org?

When you hire for a first Sales Ops person, what should you look for?

What backgrounds make for good sales ops people?

Where can you find good sales ops candidates?

What’s in the Sales Ops tech stack?

How do you measure the success of Sales Ops?

What are the most important pieces to get right?

What are the common pitfalls?

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