Article · 14 min read

Sales Ops: Improving the Efficiency of your Sales Engine

Rachit Parekh · SeedToScale (Accel India) Free Intermediate India

Pricing discipline lives or dies in sales ops, and this is where it sits in an Indian SaaS org: who owns the guardrails, when the first sales ops hire is justified (around a million dollars of revenue), and the six metrics that tell you whether the engine is actually improving.

  • A typical rep spends 65 percent of their time on things that do not generate revenue.
  • A dedicated sales ops hire starts to make sense around 1M dollars in revenue.
  • Track ramp time to full productivity for new reps and forecast accuracy against actuals, not just bookings.
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The question it answers

  1. How do the best companies run pricing as a standing function instead of an argument they have once a year?

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