Best Practice Report

Going Beyond The Tactical: Developing The Strategic Skills Of The Sales Operations Team To Drive Results

September 22nd, 2020

Summary

Building and maintaining close alignment between sales and sales operations is critical, and creating a high-performing sales operations team requires more than technical or tactical skills. Identifying processes that can be automated, outsourced, or streamlined enables sales operations leaders to develop the strategic skills of their team. In this report, we discuss the fundamental issues that must be addressed to shift the sales operations team from a tactical, data-crunching team to a strategic contributor that functions as the cornerstone of the sales organization.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.