Why Sales Ops Is So Hard to Get Right
The right person to lead sales operations is someone who respects both the analysis/design and the process/detail mindset, who can envision the business and technology future, and work with leaders across the organisation and external partners, to enable ongoing sales force success.
When Xerox first established a sales operations group in the 1970s to take on activities such as sales planning, compensation, forecasting, and territory design, group leader J. Patrick Kelly described his responsibilities as “all the nasty number things that you don’t want to do, but need to do to make a great sales force.”
Forty years
