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You're a sales operations professional. How can you develop your strategic thinking skills?

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As a sales operations professional, you are responsible for optimizing the performance and efficiency of your sales team. You need to analyze data, design processes, implement tools, and align goals and incentives. But you also need to think strategically, beyond the day-to-day tasks and challenges. You need to anticipate future scenarios, identify opportunities and risks, and align your actions with the overall vision and strategy of your organization. How can you develop your strategic thinking skills and become a more valuable and influential sales operations leader? Here are some tips to help you.

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1 Define your role

The first step to develop your strategic thinking skills is to define your role and scope as a sales operations professional. What are the main objectives and expectations of your role? How do you contribute to the sales strategy and the business goals? How do you interact and collaborate with other stakeholders, such as sales managers, marketing, finance, and product teams? By clarifying your role and scope, you can better understand your impact and value, and focus on the areas that matter the most.

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2 Learn from others

The second step to develop your strategic thinking skills is to learn from others who have more experience and expertise in sales operations and strategy. You can seek mentors, coaches, or peers who can offer you guidance, feedback, and insights. You can also read books, articles, podcasts, or blogs that cover relevant topics and best practices. You can also attend webinars, workshops, or courses that can help you expand your knowledge and skills. By learning from others, you can gain new perspectives and ideas, and avoid common pitfalls and mistakes.

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3 Ask questions

The third step to develop your strategic thinking skills is to ask questions that challenge the status quo and stimulate your curiosity and creativity. You can ask questions such as: Why are we doing things this way? What are the assumptions and risks behind our decisions? What are the alternatives and trade-offs? What are the trends and changes that affect our market and customers? What are the gaps and opportunities that we can exploit? How can we measure and improve our results? By asking questions, you can uncover hidden problems and solutions, and generate more value and innovation.

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Austin Myers

VP, Revenue @ Certificial | Advisory CRO / COO
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Understand the data and metrics required to ask the right questions. Oftentimes, individuals get caught up in just pure curiosity vs. strategic curiosity. Base the questions you’re asking on the customer and company-level metrics, then formulate that against the benchmarks of excellence. The shift in strategic curiosity is instead of asking “Why do we make 50 calls an hour?” To then asking “Why is every rep only making 5 calls per hour? >>> What’s the call process? >>> How is data pulled for a dial?” Etc.

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4 Think ahead

The fourth step to develop your strategic thinking skills is to think ahead and plan for the future. You can use tools such as scenario planning, SWOT analysis, or OKR framework to help you envision different possibilities, assess your strengths and weaknesses, and set your goals and actions. You can also use data and analytics to help you forecast and track your progress and outcomes. By thinking ahead, you can prepare for uncertainty and change, and align your efforts with the long-term vision and strategy.

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Austin Myers

VP, Revenue @ Certificial | Advisory CRO / COO
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The ability to think and plan strategically is a shift in time horizons. Tactical = weekly/bi-weekly targets and plans. Strategic shifts into Quarterly/Annual/3-5 Year planning. It’s a two-layered set of thinking: bottom-up and top-down. One trap is thinking it’s just an extrapolation of the current state and multiplied. While that’s the case, there’s also the working backwards element to say “this is what we need to accomplish, and here’s how we need to execute it”

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5 Communicate effectively

The fifth step to develop your strategic thinking skills is to communicate effectively with your stakeholders and influence their decisions and actions. You can use storytelling, visualization, or presentation techniques to help you convey your insights, recommendations, and proposals. You can also use persuasion, negotiation, or collaboration skills to help you build rapport, trust, and consensus. By communicating effectively, you can demonstrate your value and impact, and drive change and growth.

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6 Reflect and improve

The sixth step to develop your strategic thinking skills is to reflect and improve on your performance and results. You can use feedback, reviews, or surveys to help you collect and analyze data and opinions. You can also use self-assessment, journaling, or coaching to help you identify and address your strengths and weaknesses. By reflecting and improving, you can learn from your successes and failures, and enhance your skills and competencies.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Austin Myers

VP, Revenue @ Certificial | Advisory CRO / COO
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The primary shift of strategic thinking is when you move from focusing on improving current-state processes or goals to then focusing on what needs to fundamentally change or be added in the process. It’s a dynamic of thinking about evolving the current state vs improving it.

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You're a sales operations professional. How can you develop your strategic thinking skills?

1

2

3

4

5

6

7

1 Define your role

2 Learn from others

3 Ask questions

4 Think ahead

5 Communicate effectively

6 Reflect and improve

7 Here’s what else to consider

Sales Operations

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You're a sales operations professional. How can you develop your strategic thinking skills?

1

2

3

4

5

6

7

1 Define your role

2 Learn from others

3 Ask questions

4 Think ahead

5 Communicate effectively

6 Reflect and improve

7 Here’s what else to consider

Sales Operations

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