Is Your Sales Operation Running on Outdated Systems?
Melanie French
Fractional CRO | RevOps | Sales Strategy | Building High Performing B2B Sales Teams | $20-$100M
If your business has grown significantly but your sales systems haven't evolved to match, you're not alone.
I recently worked with a $20 million security integrator that was still managing complex enterprise sales processes with spreadsheets and manual reporting.
Despite their success, they were hitting a ceiling created by their outdated sales operations.
Signs Your Sales Operations Need Modernization
If any of these sound familiar, your sales systems may be holding back your growth:
Manual reporting. Sales reps spending hours creating reports instead of selling
Limited visibility. Leaders can't see the true status of deals in the pipeline
Reactive management. Problems are only identified after results are missed
Inconsistent processes. Every rep has their own way of working
Data silos. Critical information lives in spreadsheets, emails, and individual notes
The Modernization Roadmap
For established businesses looking to scale their sales operations, here's the approach I recommend:
1??CRM Implementation/Optimization. Ensure your CRM is properly configured and consistently used
2??Automated Reporting. Create dashboards that give real-time visibility into performance
3??Defined Sales Process. Document and enforce a consistent approach to moving deals through your pipeline
4??Performance Metrics. Establish leading indicators that predict future results
5??Regular Review Cadence. Implement structured check-ins to review data and address issues early
Quick Case Study
One of my current clients has been in business for decades with revenue around $80 million.
Despite their success, they were tracking sales on spreadsheets, which created:
We've implemented:
The result has been increased visibility, better forecasting accuracy and salespeople who can focus on selling instead of administrative tasks.
What This Means For You
The systems that got you to $20 million won't necessarily get you to $50 million or $100 million.
As you scale, your sales operations need to evolve to support your growth ambitions.
This doesn't mean implementing AI or cutting-edge technology. It means building foundational
systems that give you visibility, control, and the ability to make data-driven decisions.
Curious about how modern your sales operations really are?
Book a 15-minute clarity call from my profile, and we can discuss your specific situation.
Until next time,
Melanie