1. Sales operations & effectiveness charter
DRAFT
Sales operations & effectiveness charter
Version 1.0
XXXX XX, 2016

2. preface
This Sales Operations & Effectiveness Charter is a working draft
Rapid iteration of this draft will provide the basis for roll-out to the organization in a cadenced and audience specific manner:
Executive Leadership
Sales Leaders
Functional Heads
Finance, Marketing, Services, Pre-Sales, IT, Product, Customer Services
Field Sales

3. Section #1: Sales Ops Charter

4. Sales operations charter
This Sales Ops & Effectiveness Charter defines the mission, objectives, and deliverables for the team.
With the Charter, Sales Operations will:
Clearly communicate their purpose to the organization and what the organization can expect from Sales Operations
Avoid cross-functional duplication or conflict
Communicate and Execute on Sales Strategy Initiatives across the organization
Focus on improvements that will increase sales effectiveness and efficiency

5. Charter components Sales Strategy Data Strategy Analytics Reporting
Systems
Sales Support
Org Design
Enablement

6. Department impact Revenue Goals Margin Goals Market Share
Sales Ops’ impact goes far beyond traditional sales functions:
Financial Forecasting and P & L management
Marketing Lead Gen, Messaging & Revenue Contribution
IT Customer Master & BI tools
Product Development, Launch and Enablement
Human Resources Performance Management
Customer Service & Satisfaction
Sales Strategy, Efficiency and Effectiveness
Revenue, Margin and Market Share Goals
Revenue Goals
Sales Ops & Effectiveness
Marketing
Finance
Sales Strategy
Sales Efficiency & Effectiveness
Customer Service
Information Technology
Product Mgmt.
Human Resources
Margin Goals
Market Share

7. Sales ops ownership Sales Strategy Data Strategy Analytics Reporting
Oversight of all Sales Ops/Enablement initiatives
Strategic Sales Initiatives (e.g. Pricing, Comp, IT Roadmap
Alignment of Data use & responsibility
Alignment and Oversight of Sales Data Storage, Access, Governance and Cleanliness
Alignment of Analytics Objectives w/Sales
Alignment/Oversight of Pipeline Management Process w/Sales Management
Alignment and Oversight of Dashboard / Scorecard / Pipeline KPI’s with Sales

8. Sales ops ownership Systems Sales Support Org Design Enablement
Identification and prioritization of System requirements
Oversight of Sales System Deployments, Adoption / Utilization
Identification and prioritization of Sales Support & Enablement needs
Oversight of Sales Support & Enablement Effectiveness
Sales Ops / Enablement structure and KPI’s for success
Team personnel development
Team Budget Allocation
Develop and creating Sales Tools
Stand up the Sales Enablement database
Contribute to Sales Training events

9. Section #2: Sales Ops Structure

10. Sales operations leadership team structure
SVP
Sales Ops & Enablement
Sr. Director
Sales Analytics & Reporting
Sales Force Systems
Sales Support & Communications
Sales Enablement

11. Sales operations leadership team structure with brief role descriptions by area
SVP
Sales Ops & Enablement
Sr. Director
Sales Analytics & Reporting
Sales Force Systems
Sales Support & Communications
Sales Enablement
Responsible for the design and creation of reports, predictive models and thorough analysis designed to provide actionable intelligence
Accountable for the effective and efficient use of SFDC
Responsible for the design of the sales database and systems to increase field sales effectiveness
Maintains data quality process to ensure accurate information
Responsible for providing ancillary support necessary to generate revenue
Communicates all sales information to the field and maintains calendar of communications from national to the regions
Acts as the voice of sales with all internal Frontier functions (i.e. Product, Marketing, HR, Legal, etc.)
Owns sales process adoption
Owns new hire on-boarding and sales leader enablement
Responsible for the buyers process map and persona training
Works closely with marketing on personas, positioning and collateral review

12. Sales operations organizational structure with all positions
SVP
Sales Ops & Enablement
Sr. Director
Sales Analytics & Reporting
Financial Analyst
Sales & Reporting Analyst
Business Analyst
Database Analytics & Stats – Mgr.
Sales Force Systems
SFA Manager
SFA Administrator
Sr. Sales Database Administrator
Sr. Sales Systems Analyst
Data Quality Specialist
Sales Support & Communications
Manager Sales Process
Manager Communications
Manager Contracts & Policies
Manager Campaigns
Sales Enablement
Sales Learning Project Manager
South Region Sales Trainer
West Region Sales Trainer
National Region Sales Trainer
Central Region Sales Trainer
East Region Sales Trainer
Southeast Region Sales Trainer
Mid-South Region Sales Trainer

13. Sales operations organizational structure department with detailed responsibilities by area
SVP
Sales Ops & Enablement
Sr. Director
Sales Analytics & Reporting
Sales Force Systems
Sales Support & Communications
Sales Enablement
Sales force effectiveness strategy owner
Data sales discipline and compliance measurements
Timely and consistent execution of growth initiatives
Flawless organizational collaboration & leverage
Sales forecasting accuracy & productivity metric improvements
National Ops reviews
MOR/QBR templates
Sales performance reporting
Sales commissions analysis
Sales analysis
Monthly forecasting
Annual Plan
Sales module analysis
Sales quota planning/analysis
Sales budget analysis & mgmt.
Channel commission mgmt.
Product pricing analysis
Predictive models & statistical analysis
Other sales analysis tasks
Sales forecasting analysis
Data/sales systems strategy& execution
Liaison with FTR IT
SFDC strategy
SFDC mgmt. & admin.
Data migration
SFDC systems maintenance
Data cleansing
SFDC sustainability/adoption
SFDC dashboard mgmt. & admin
SFDC reporting & analysis
All sales communications - field
Sales commission admin
Sales module alignment/mgmt.
Sales process design & mgmt.
Lead generation mgmt.
E-commerce/web sites
Sales policies & procedures
Liaison with other FTR functions (i.e. Marketing, Product, Legal)
Retention & growth programs
Productivity tool mgmt.
Rewards, recognition & sales commission admin.
Sales forecasting mgmt.
Sales enablement strategy & execution
New hire onboarding
Learning & enablement development & admin.
RSM coaching & development
Field sales audits
Field sales mgmt. productivity
Region sales enablement plans