Best Practice Report

Sales Operations: What Can Be Outsourced, Offshored, Or Automated?

October 26th, 2022
With contributors:
Mike Pregler , Marcel Bourre , Robin Whiting


External and internal drivers of change (e.g., increased buyer/customer/sales rep expectations, digital transformation) are driving the need for greater efficiencies in the sales operations function. Sales operations leaders can optimize costs and maximize coverage by classifying sales operations accountabilities using US Federal Reserve categories. Strategies for optimizing sales operations coverage include investing in key accountabilities, offshoring or outsourcing, and investing in automation. Using Forrester’s Sales Operations Sunburst Model in conjunction with the Fed’s labor framework can guide sales operations professionals toward long-term growth and development.

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