At Step5, success is driven by the expertise and dedication of individuals like Vikki Smith, who plays a crucial role in optimising our sales operations and ensuring efficiency across the business. As a key figure in sales operations, Vikki streamlines processes, maintains critical systems, and ensures the sales team is fully supported. Her work helps Step5 scale effectively and stay ahead in a competitive landscape. We recently spoke to Vikki to hear how her expertise in sales operations is crucial to Step5’s growth.
The Heart of Sales Operations
“Sales operations, for me, is about creating predictable revenue by streamlining processes with best practices and automation,” Vikki explains. “It’s also about analysing sales data, uncovering insights, and generating reports that guide strategy. Ultimately, it’s about enabling the sales team to focus on engaging with customers and closing deals.”
As the link between sales and operations, Vikki’s role encompasses a wide range of responsibilities. “Sales operations handles the administrative and technical tasks that would otherwise burden salespeople. By managing tools, processes, and data, we improve productivity and directly support revenue growth,” she says.
Maintaining Step5’s CRM system is central to her work. “I’m hot on hygiene,” she says. “The CRM is our one source of truth. Keeping it clean and accurate ensures we have complete visibility across the business. It’s like a business within a business, and it’s vital to get it right. It’s about ensuring the data isn’t just there but is meaningful and actionable.”
The Power of Relationships
For Vikki, collaboration is at the heart of a thriving organisation. “When you build relationships with people and earn their trust, workflows run smoothly, and the focus stays on revenue-generating activities,” she explains. “If you’ve got a high-functioning team, then you’re going to grow as a business. Everyone has to play their part.”
Her leadership was instrumental during the rollout of Step5’s upgraded CRM. “When we implemented the new system, I made sure to explain not just what needed to be done but why it mattered. It’s not just about inputting data but ensuring every piece of information adds value,” she says. “Part of my role is to keep everyone honest so we have complete visibility, and the data remains accurate.”
Vikki’s ambition to make a difference extends beyond internal operations. “One of my ambitions this year is to be more client-facing,” she shares. “Having a dedicated point of contact is crucial for clients. Building strong relationships can open the door to upselling opportunities and deeper partnerships.”
Her people skills make her a natural fit for this evolving role. “Good communication is key. You need to build relationships, understand different working styles, and find ways to work effectively together. No one way is right for everyone, so you adapt to bring out the best in people,” she adds.
Leveraging Technology for Growth
Working with technology is both a challenge and an opportunity in Vikki’s role. “Some people shy away from technology, but at Step5, we embrace it,” she says. “When I joined, the CRM needed upgrading. It was a collaborative effort to get things working the way we wanted. Now, we’re in a strong position, and the system keeps improving as we grow.”
Looking ahead, Vikki is keen to harness emerging trends and technologies like artificial intelligence. “AI fascinates me. As we incorporate it into the business, I can see its influence having a big, positive impact, maximizing the capability of the CRM. It can streamline processes and eliminate time-consuming manual tasks, allowing the team to focus on strategic goals,” she notes. “But with that said, I still like the personal touch—speaking to people and working together to reach our goals. You can’t replace or replicate that human interaction. It’s about finding a balance that works for everyone.”
Vikki’s vision for sales operations is ambitious. “The goal is to have a rich source of data that is meaningful and accessible to everyone,” she explains. “We’re building comprehensive reports and dashboards to track key metrics like sales cycle length, conversion rates, and revenue accuracy. With this level of visibility, we can identify areas for improvement and replicate success.”
The Road Ahead
Reflecting on her journey at Step5, Vikki highlights the importance of teamwork. “We’re a dynamic team where everyone has a voice,” she says. “The leadership values our input, and that makes all the difference. Together, we’re constantly learning and growing.”
She credits the collaborative environment with helping her succeed. “When I look back, I’m proud of how far we’ve come in a short time. And it’s only going to get better,” she says with confidence. “With the team I have around me, I have no doubt we’ll smash our goals.”
As Step5 continues to grow, Vikki is excited about what lies ahead. “My focus is on expanding our data-rich reporting and ensuring we have complete visibility on everything. It’s all about pushing ourselves to be better every day. With the right mindset, collaboration, and technology, there’s no limit to what we can achieve.”
If you’d like to learn more about how Step5 can support your organisation’s transformation journey, get in touch with us today.
