Why Sales Ops Is So Hard to Get Right

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Tue, Jan 20, 2015

According to Spin Selling author Neil Rackham, when Xerox first established a sales operations group in the 1970s to take on activities such as sales planning, compensation, forecasting, and territory design, the group’s leader J. Patrick Kelly described his responsibilities as “all the nasty number things that you don’t want to do but need to do to make a great sales force.”


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