Enhancing Sales Operations’ Role as the Sales Force’s Change Agent

Jim Dickie, Geoff Prior, Carl Strenger

Sales operations functions serve a vital, strategic role in sales organizations – as change agents. Increasingly, sales organizations must restructure deployment models, rethink selling roles and messages, and wring greater efficiency out of existing resources. Sales operations departments are uniquely positioned to drive these efforts. But supporting strategic sales changes becomes challenging in the context of sales ops’ many tactical responsibilities, like reporting(...)


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