This study continues the Sales Management Association’s inquiry into sales operations’ practices, challenges, priorities, and emerging trends. This study is conducted to provide data and practice benchmarks for members of the association, many of whom are sales operations practitioners.
The term “sales operations” is used to describe a set activities that support sales force efficiency and effectiveness. Though many firms also use this moniker to describe internal sales support functions, its usage is far from universal, as evident from the research findings. This report utilizes the term “sales operations” generically to refer to these various functions, even though formal names for similarly focused support departments vary significantly within firms.
