Resources

Sales operations' charter cuts a wide swath in many organizations; its efforts span strategic, tactical, and administrative responsibilities. The most successful sales operations departments narrow their focus on core strategic imperatives, while efficiently executing tactical responsibilities. This session draws on Sales Management Association research and expert insight into how high-performing sales operations functions define objectives, allocate resources for optimal benefit, and maximize quality and efficiency. The session highlights firms that have successfully changed or clarified the focus of their sales operations function.