Business Process

Sales Operations | DeLong Consulting

Designing and optimizing the sales processes, systems, and performance frameworks that help revenue teams sell more effectively — and scale without losing consistency or control.

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Sales Operations | DeLong Consulting

What sales operations is

The infrastructure that makes great salespeople great

Most revenue problems are not talent problems. They are process, structure, and systems problems — unclear sales stages, inconsistent qualification, unreliable forecasting, slow quoting, and a CRM that no one trusts.

Sales Operations is the discipline of removing those obstacles — building the process infrastructure, technology stack, and performance management systems that allow salespeople to spend more time selling and less time on everything else.

DeLong Consulting works with sales leaders and operations teams to assess current revenue operations, identify where the process breaks down, and build the systems and frameworks that drive consistent, predictable revenue growth.

What we deliver

Sales Process Design

Defining a clear, repeatable sales process — stages, exit criteria, activities, and handoffs — that creates predictability and enables coaching.

CRM Strategy & Optimization

CRM audit, configuration improvement, adoption strategy, and data quality remediation — making your CRM a system salespeople use by choice, not mandate.

Pipeline & Forecast Management

Building pipeline review disciplines, forecast models, and deal inspection frameworks that give leadership an accurate view of revenue outlook.

Sales Performance Framework

Quota design, territory alignment, compensation plan review, and KPI definition — connecting individual effort to business outcomes.

Lead-to-Close Process

Mapping and optimizing the full revenue cycle — from lead generation through qualification, proposal, negotiation, and close.

Sales Enablement

Defining the tools, content, and training that equip salespeople to execute the sales process effectively at every stage.

Revenue Operations Alignment

Aligning sales, marketing, and customer success around shared definitions, handoffs, and revenue metrics.

Reporting & Analytics

Building the sales dashboards and reporting cadences that give leaders the visibility to manage performance proactively.

When to engage

Signs your sales operation needs attention

Forecast accuracy is poor

Deals that were 'closing this quarter' consistently slip, and leadership cannot rely on the pipeline to make resourcing or investment decisions.

Revenue is rep-dependent

A small number of top performers carry the team while the rest consistently underperform — pointing to a process and coaching gap, not a talent gap.

The CRM is not trusted

Sales data is incomplete, inconsistent, or simply wrong — meaning managers cannot inspect deals, leaders cannot forecast, and operations cannot plan.

Scaling is creating chaos

What worked with 5 salespeople is breaking down with 15 — onboarding takes too long, ramp times are increasing, and consistency is deteriorating.

Win rates are declining

Competitive losses are increasing without a clear understanding of why — pointing to gaps in qualification, value communication, or deal execution.

Sales and marketing are misaligned

Marketing generates leads that sales doesn't follow up on, or sales complains about lead quality while marketing reports strong MQL numbers.

Related services

Often delivered alongside

Organizational Leadership

Sales leadership team effectiveness, role clarity, and management system design.

IT Consulting

CRM platform selection, integration with marketing automation and ERP, and technology stack advisory.

Operations

Quote-to-cash process design, order management, and customer onboarding workflow optimization.

Ready to move forward?
Let's talk.

DeLong Consulting provides IT and business consulting to organizations in Reading, PA and throughout Greater Berks County. Tell us about your challenge — we'll respond within one business day.

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Or call us at +1 (484) 772-7397