Best Practice Report

Improving Sales Operations Competencies: An Intelligent Investment

January 1st, 2018
With contributor:


Sales operations must assess, improve, and develop new competencies to align with the sales organization’s evolving needs. Investing in sales operations competency development increases sales productivity through better processes, analysis, and use of technology. Sales operations competencies can be categorized into seven core accountabilities: strategy and planning, sales intelligence, process design and management, support and administration, deal pursuit, technology, and project management. In this report, we describe how improving sales operations competencies for each core accountability benefits the broader sales organization.

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