The Sales Operations Maturity Curve

Posted by Ashish Vazirani on Wed, May 13, 2015

Sales operations plays an important role in many organizations. As many of us have seen, companies are required to do more with less in an effort to improve the bottom line. That doesn’t bode well for sales operations. As a function without a direct link to revenue generation, the sales operations team is often perceived as a contributor to an increased cost of sale. However, with the right set of capabilities and organizational maturity, these teams can expand from a support function (cost) to a valuable strategic sales planning and execution support partner that drives revenue. This transformation is a critical step toward arming the sales force with information, expertise, speed-to-market and efficiency, as well as becoming a partner in winning new business and driving organic growth from current clients. To begin this journey, sales operations teams should focus on improvement within the following categorical functions:

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