Changes in the selling landscape, along with technology advances, require sales operations to elevate its role in shaping sales strategy.
The evolution of the sales operations function has implications for the structure, size and capabilities of the team. The growing capabilities of analytical and administrative tools can reduce manual work, but increase the importance of building a team deep in technology skills, quantitative aptitude and business acumen. While the needs of all companies are unique, sales and sales operations leaders must consider these broad changes as they make decisions about scoping, structuring and managing their teams.
