Sales Operations: Planning Assumptions 2021

September 3rd, 2020

Steve Silver Vice President, Principal Analyst

With contributors:

Anthony McPartlin , Robert Munoz , Seth Marrs , Anne Slough

Summary

Guiding buyers through the purchase decision-making process requires a deep understanding of buyers and customers. Unfortunately, many sales organizations are acting on limited information as they attempt to improve their buyer-aligned sales processes, sales technology, and sales execution. Delivering on the vision for insights-driven selling requires fundamental changes in the traditional mindset of sales operations leaders and practitioners. The job of the B2B sales rep is no longer to convince prospective customers to buy, but rather to help them buy. In this report, we identify five trends that will affect the priorities of sales operations leaders in 2021.

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