Applying The Eight C’s Of Effective Organizational Design To The Sales Operations Team

Sales operations leaders implement organizational changes for many reasons — to facilitate mergers and acquisitions, support new business models, create efficiencies, establish sales operations career paths, and improve overall performance. The reasons may vary, but the challenges remain the same. Most organizations lack a systematic approach to organizational design. In this report, we introduce a structured approach that ensures sales operations organizational design decisions are made in the context of growth objectives and organizational maturity levels, and we describe activities and deliverables that drive effective organizational design.