Best Practice Report

Product Launch: Sales Operations’ Role

January 1st, 2018


B2B sales reps provide the final point of connection from an organization to its customers. During a product launch, the efforts of marketing and product management may be wasted if sales reps are unable to efficiently accept leads, create opportunities, configure quotes, or place orders for the new offering. Including sales operations in launch planning can bridge the gap between the company’s strategic growth objectives and the sales organization’s tactical abilities to execute. Complete any required changes before launch to ensure sales objectives for the new offering can be met. In this report, we describe sales operations’ role and responsibilities before and during product launches.

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