Sales Operations is a part of Field Operations. We aim to help facilitate new and existing processes throughout our field organization via the use of systems, policies, and direct support. Sales Operations main focus is on the Sales organization and supports this group through the following key functions:
The #sales-support slack channel is monitored by several groups within Field Operations to give guidance or direction.
@sales-support is monitored by the Deal Desk team and they will re-direct any questions to Sales Operations if needed.
SalesOps::New_Requestlabel automatically on creation.
SalesOps::Assignedif it is ready to be worked on.
SalesOps::Backloguntil it can be planned.
Here are the guidelines for requesting account list loads from Sales Operations. Please follow the instructions below. The SLA for account list loads into Salesforce is 5-7 business days.
For uploading a list of net new accounts
Preparing the list:
|Label||Field Name||Data Type|
|Account Record Type||RecordType||Picklist|
|Billing Street||Billing Street||Address|
|Billing City||Billing City||Address|
|Billing State/Province||Billing State/Province||Address|
|Billing Zip/Postal Code||Billing Zip/Postal Code||Address|
|Billing Country||Billing Country||Address|
Prepping the List
Data Load Instructions
Important note before using data loader: Turn ZoomInfo Instant Enrich off while using the Data Loader. (Toggle off for Accounts, Contacts, and Leads, Verify and Save)
Preparing the list:
The Primary Quote system is a 1:1 relationship in SFDC that connects the total transaction amount on a quote with the amount on its related opportunity. This is to ensure we are forecasting the same amount that we will book and enables further automation as the quote is sent to Zuora billing. To support sales situations that require multiple quotes (for instance: a small deal option and a big deal option), sales reps can identify which one of their quote is "Primary".
The full company tech stack list with definitions can be found on the Business Operations - Tech Stack Details page . Here are the tools that the Sales Operations team works with on a daily basis.
Identifying the Users
Hope that you are having a good week. We in SalesOps are doing a cleanup of our tech stack tools to ensure the appropriate users have access and that we're being fiscally responsible in terms of overall usage. During this process, we've discovered that nearly XXX Salesforce.com users haven't logged in for 3 months or more. If you're receiving this message, your user account falls into this bucket.
As such, I'm writing to let you know that we'll be deactivating your SFDC license on XXX in an effort to ensure that we have enough licenses to provision to our new and existing Sales people; who leverage the tool daily.
So what does this mean for you?
Effective XXX you will no longer have access to SFDC If there's critical SFDC data that you need for your role, please submit a new Access Request and we can confirm if SFDC is the correct place to gather this information or if other tools can provide it Please let me know if you have any questions.
The Sales Operations team has sponsored a comprehensive but consumable "Reporting Package" (via SFDC Dashboards) with validated (SalesOps approved) metrics to the Account Executives. This list will continue to evolve and will be maintained during the onboarding and offboarding process. In addition to sponsored reporting, Sales Ops will maintain existing reports by archiving or deleting any report or dashboard not used in 180 days.
The Pipeline Health Check Dashboards will be sent to each regional team for their review every Monday.
SMB EMEA & APAC
Mid Market East
Mid Market West
Mid Market EMEA
TSP is an automated process workflow intended to properly segment & route Salesforce accounts to the correct Sales territory & respective owner. This clarifies who should own which accounts & reduces current Ops overhead to manage manually. TSP fields are designed to be real time reflections of the best data we have, not necessarily the current Go To Market approach. Requests to override the TSP information can also be submitted in the Account Review section of the account.
Primary TSP Workflow Components
Firmographic TSP Fields
[TSP] Sales Segment: Segment of the account based on the MAX employee count in that account's hierarchy (regardless if MAX is parent or child).
[TSP] Account Employees: Number of employees for this specific account
[TSP] MAX Family Employees: MAX employee count (number) in hierarchy
[TSP] Address (Street, City, State, Post Code, Country): Location of Ultimate Parent Account based on the TSP data hierarchy
[TSP] Geo Story: Source of address data from TSP Data Hierarchy
Ownership TSP Fields
[TSP] Next Approved Owner: Owner of territory as determined by SSoT Territory Mapping File
[TSP] Transfer Date: Date when account ownership will change to
TSP Next Approved Owner
Territory TSP Fields
[TSP] Territory: Territory account falls under, as per the SSoT Territory Mapping File
[TSP] Region: Sales territory region the account falls under
[TSP] Subregion: Sales territory sub-region the account falls under
[TSP] Area: Sales territory area the account falls under
In the event our data enrichment tools are outdated or incorrect (primary address or employee count), you can submit a request to override this information.
[User Input] Employee Count
[User Input] Employee Source
[User Input] Address Street
[User Input] Address City
[User Input] Address State
[User Input] Address Post Code
[User Input] Address Country
[User Input] Address Source
[TSP] Override Statusfield:
[TSP] Effective Datepopulated by Ops.
[TSP] Decision Rationalefield.
[TSP] Decision Rationalefield.<p/>
[TSP] Effective Datepopulated will be re-routed each night to the
[TSP] Next Approved Owner.
Employeesfields will also be updated upon TSP transfer, to continually align accounts.
The Sales Operations team supports the opportunity credit split approval process with support from Deal Desk. Sales Operations also maintains the process and data maintenance for opportunity splits outside of credit splits. A non-credit split is strictly functionality to support correct 100% split allocation to the opportunity owner when a credit split does not apply. The non-credit splits are automated and the tasks will be to monitor the data for accuracy in Salesforce, ensuring correct data in CaptivateIQ and Clari.
Opportunity Split Rules
Opportunity Splits in Clari
Updating | Adding | Deleting a Split In Salesforce
Below are instructions on how Sales Operations provisions users within the various Sales-owned systems and the process followed.
For status on an issue please view the Sales Operations Access Request Board.
Note: The most accurate access level will be on the Tech Stack or the AR, genenerally AMER and all of Commercial will get recorder, all else listener.
Below are instructions on how Sales Operations offboards users within the various Sales-owned systems.