Sales operations is an emerging management discipline in firms with a strong focus on sales force productivity. Leveraging an array of support initiatives, sales operations boosts sales force productivity through technology, process improvement, reporting, and training. The Sales Management Association believes sales management is thinking more strategically about sales operations as a critical determinant of sales organization success.
Using data collected from a Spring 2009 Sales Management Association benchmarking study, this slide presentation presents key findings on sales operations practices. Study findings illustrate leading issues, challenges, and best practices within firms utilizing sales operations departments.
