The importance of documenting insights and the experience on SalesOPS

MOTIVATION

After analyzing some sales processes, we faced something that we as sales ops should do: the documentation. So that when proposing a new strategy, new activities, or pipelines we would have an endorsement from the past that would say “We never tried this” or “We tried, and in reality X didn't work”. Has your company documented its processes?

DEEP DIVING

My discussion post has to have deep diving, AHHAAH. This time my motivation came from the passage from the book that I'm still reading, the sales development playbook: build repeatable pipeline and accelerate growth with inside sales, by Trish Bertuzzi, which says: 

I thought: What about the changes? Is it interesting to document?

INSIGHT

Suppose you, the manager, have followed the entire trial process, A/B tests, and activity flows. In that case, I recommend documenting all these improvements, because the mind fails. Many times we can fall into the same mistake twice or wonder why it went wrong.

DISCUSSION

Documentation strategies exist a lot, what I wanted to discuss is what to document without hurting performance? What is the core of Sales Ops?

AUTHOR'S RESPONSE

I believe that good practice is to document with the following items: Write the change, the summary of the reason for the change, reports that identify the problem, the reason why it did not work or why it worked, and the reports after the change. And most importantly, save the document with Tags that are easily identifiable, for example, “Funnel change - addition of a pre-sales step”.