2012 Sales Operations Issues Study

5 January 2012

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The most recent update to our annual Sales Operations Issues study includes input from sales operations professionals from 125 firms, with median annual revenue of US$400 million. Highlights include analysis of sales operations departments' accountabilities, roles, and most important issues, respondents' assessment of their current performance in key functional areas, reporting relationships, and job titles.

Survey findings correlate issues deemed "most critical to sales operations." These are issues that intersect when rated by three criteria: those considered most important to sales force performance, those issues with which Sales Operations is highly involved, and those which are judged lowest performing. These critical issues include: redesigning sales force roles and responsibilities to optimize performance, improving account planning quality, improving new hire onboarding, and improving sales manager training effectiveness.

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