Sales and revenue operations
Connect sales and finance through the processes and systems that support them, so your sales team can stay focused on selling.
The challenge
Salespeople lose time to work that isn’t selling: chasing legal, customer service, product management, IT and credit. Pricing approvals, incentive calculations, forecasts and master data often sit with no clear owner. Sales and revenue operations takes on that cross-departmental work and connects sales with finance.
How we approach it
We organize the function around five building blocks:
- Sales enablement: leads, playbooks, customer acquisition and onboarding, contracts and renewals.
- Price and incentive operations: maintain price conditions, apply deal desk rules, and calculate incentives, commissions and rebates.
- Forecasting and analytics: pipeline management, sales and revenue forecasts, and market and competitive data.
- Master data and technology: complete, accurate, non-duplicate data that supports digital customer solutions and eCommerce.
- Cross-functional coordination: remove roadblocks between departments and improve processes end to end.
We build RACI or RAPID responsibility matrices based on how you want to operate, then design the supporting processes and technology.
Questions we help you answer
- How much of our sellers’ time goes to non-selling work?
- Who owns pricing approvals, incentives and master data?
- How reliable is our sales and revenue forecast?
- Where are handoffs between departments slowing customers down?
More ways we help: run a tighter operation
All solutionsFinancial planning and analysis
An FP&A function that explains the past with facts and plans the future with confidence, with planning and analysis designed to work together.
Product data management
Align marketing, supply chain, engineering and manufacturing on one accurate, complete view of your products, inside and outside the company.
Customer service design
Make customer service a differentiator by designing people, process and technology around what your customers actually need.
Ways to start
Start small and go as deep as you need.
- 30 minutes
30-minute working session
Map the decisions you own and the metrics behind them, and see Clarity answer questions like yours.
Book a session - Half a day
Half-day discovery workshop
We work with your sales, marketing, finance and operations leaders to find the real problem, the risks in the way and what to do next.
About the workshop - 30 days
30-day sales performance assessment
A clear baseline of your price, volume and mix performance by product and channel, so you know where you’re winning and losing.
About the assessment