Sales operations has a broad charter in most organizations, and their efforts often span both strategic and tactical issues. The most successful sales operations departments are finding success in a few essential areas, highlighted in this keynote presentation from MHI Research Institute’s Tom Chamberlain.
Drawing on MHI Research Institute’s extensive research, Tom provides an overview of sales operations trends, and identifies five practical areas where focus is proving useful for high performing sales ops functions. These include three approaches to applying analytics, using a process-based forecasting, and isolating sources of selling expense inflation.
