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

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.