Gartner Research

How to Design the Sales Operations Function as a Source of Competitive Advantage

Published: 03 May 2019

ID: G00389100

Analyst(s): Steve Herz

Summary

Sales operations leaders report their function is not designed to realize its potential as a source of competitive sales advantage. Sales operations leaders should focus on functional responsibilities, roles, team structure and cross-functional coordination to increase impact on sales success.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Audit Sales Operations’ Responsibilities Against Best Practices to Develop a Roadmap for Changes Needed to Create Strategic Insights
  • Design Roles and Team Structure According to the Complexity and Standardization of Team Activities and Deliverables
    • Role Design
    • Team Structure
  • Assign Responsibility for Cross-Functional Knowledge Sharing to Ensure Sales Operations Has the Visibility to Become a Competitive Advantage

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