Sales Operations: Project Success Factors

Completing an operational improvement project within a B2B sales organization requires a new process, tool, or behavior to be consistently adopted. But if the project isn’t well planned and executed, persistent confusion may result from an unsuccessful transition, and the organization will never realize the intended benefits. Sales operations must ensure that the sales organization is aligned and ready to implement, adopt, and sustain the chosen initiative. In this report, we describe three sets of best practices that sales operations should apply to ensure operational improvement project success.