By Michael Briggin
If you’re in the process of or need to form your organization’s sales department, knowing how to layout the structure of the team requires you to pay close attention to detail on your objectives.
To ensure your sales team is able to function effectively, understanding how the operational structure is broken down is the first step to generating revenue.
Knowing The Difference Between Business Development vs. Sales
Both business development and sales can get looked at as the same thing. However, while both are related, they aren’t exactly the same.
Business Development is where the sales opportunities are created but it in itself is not where deals are closed.
Sales is where the process of sales opportunities are being followed up with and being closed for deals.
Nevertheless, it’s important to utilize both the business development and sales processes if you want your sales team to succeed.
Inbound vs. Outbound Sales
Like inbound and outbound marketing strategies, inbound and outbound sales strategies follow a similar context. As you decide how you need to approach your target market, it’s important to know the differences between both.
Inbound Sales typically occur when leads reach out to your organization and get in touch with either a customer service rep or a sales rep first before the sales process begins. Usually this is as a result of the lead having looked at particular content in reference to the call whether it be a banner or website.
Outbound Sales are the complete opposite. These end up resulting in sales reps contacting leads to follow up. These are considered the more aggressive kinds of sales efforts and can apply in both inside sales and outside sales situations.
How Your Sales Department Should Form Its Operations
In any given sales department, it’s usually going to be structured to include both sales enablement and sales operations. Both are going to be critical for sales to deliver on your organization’s revenue goals.
Sales enablement is where your sales department will be providing the resources and tools to help the sales team to carry out their objectives and be motivated to meet their numbers.
Sales operations provides the structure by which the VP of Sales and any sales operations personnel (ex: sales operations analyst, sales operations manager) work together to analyze metrics, uncover new opportunities and improve the sales team when necessary.
However the sales enablement and sales operations processes flow in your organization’s sales department, software depending on the scope and challenges a company faces.
What’s The Most Important Software To Consider?
Depending on whether you’re a B2B or a B2C business, a CRM and LinkedIn are most commonly used aside from any sales enablement and sales operations software in general.
Although software doesn’t have to be exclusive to these two specific technologies, they are helpful in enabling tracking of lead pipeline, important KPIs and allowing business development to be done better.
