Building Your Sales Operations Technology Stack: The Essentials
For today’s sales ops leaders, selecting and managing sales technology has become a critical aspect of the job. With the right technology in place, each piece in sync with the rest of the stack, sales ops teams are better equipped than ever to pinpoint and remove sales friction, steering their sales peers toward sustainable success.
At a time when sales leaders are expected to improve sales productivity without increasing headcount and, generally, do more with less, investing in the right sales ops technology has become exceedingly important.
But when it comes to sales ops technology, how can we make sure we have the essentials covered without going overboard and giving ourselves too much to manage? And, how can sales ops leaders ensure their technology stack is as advanced as it needs to be, yet simple enough that it gets used regularly, with demonstrable results?
What to Consider When Building Your Sales Ops Technology Stack
Chances are you’re not starting from scratch. If you already have certain pieces of sales technology in place, some of it may be more entrenched than others, so every conversation needs to start with a realistic “current state” of your technology stack.
For each piece of technology that already exists, evaluate it in terms of current and potential effectiveness, ease of use, cost, ease of integration, cost to replace – whatever helps you more accurately gauge the sales technology’s future value at your company.
Granted, it’s easier to gauge a certain piece of technology’s worth when we know where or how it fits within the sales ops technology stack, so let’s address that. To get a full view into processes and pipeline, and to effectively communicate with internal and external stakeholders, today’s sales ops teams should have, at a minimum, access to the following functionalities: