Model Overview Report

Managing The Strategic Evolution Of Sales Operations

September 10th, 2020


In recent years the roles, responsibilities, and capabilities required by sales operations have been changing due to a variety of internal and external factors. Meanwhile, sales leaders increasingly rely on sales operations as a strategic partner that can provide insight and intelligence focused on creating efficiency for each of the sales roles in the organization. This report, describes the Forrester Sales Operations Sunburst Model, a structured approach for evolving sales operations from a mostly tactical function to a more strategic organizational role focused on six major accountabilities.

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