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Since Xerox established the first, and surely the most groovy, sales operations team back in the 1970s; sales ops has become the source for:

- sales planning
- compensation
- forecasting
- and “all the nasty number things that you don’t want to do, but need to do to make a great sales force.”

Making a great sales force is a big job—and it’s only getting bigger.

As the hub of sales organization efficiency and productivity, sales ops finds itself responsible for a variety of both strategic and operational work—made all the more difficult by today’s constantly-transforming business and technology environment.

Thankfully, it may be just as rewarding as it is difficult to pull off.

Companies that succeed at creating world-class sales operations departments can expect to see a 20 to 30% lift in sales productivity immediately with an additional 10% growth year over year after that.

If you’re looking to get this kind of growth from your sales function (and who isn’t?!), then keep reading to find several tactics and focus areas that are sure to give your organization a major push in the right direction.

  • TE

    Tina Eaton

    about 1 year ago #

    I feel like automation for sales always stops at "OK, we got a CRM, next!" As a result, salespeople are *still* spending a third of their time on admin stuff. Tech is all around us, it isn't hard to modernize sales anymore!

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