Best Practice Report

Assessing Tactical And Strategic Competencies: Sales Operations

October 13th, 2021
Anne Slough, Principal Analyst
Anne Slough Principal Analyst

Summary

B2B sales operations organizations require a diverse set of functions, skills, and competencies, including tactical and strategic elements, to operationalize the chief sales officer’s (CSO) strategy. The sales op team must operationalize today’s needs while preparing sales for the future on the basis of strategic imperatives. Leaders must understand required sales operations competencies so they can work with the team to create a revenue engine that scales and delivers on predictable growth. In this report, we define the tactical and strategic competencies across the six core areas of sales operations accountability.

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