Gartner Research

Survey Analysis: The Top Priorities and Challenges for Sales Operations Leaders in 2019

Published: 16 May 2019

ID: G00390195

Analyst(s): Craig Riley


Top-line growth is the most common priority for sales operations leaders in 2019, with staff management the most common anticipated challenge. Compensation governance and sales intelligence/reporting are the top compensation design and management and analytics priorities, respectively.

Table Of Contents

Survey Objective

Data Insights

  • Observation No. 1: Sales Operations Leaders Are Most Concerned With Revenue and Growth Priorities
  • Observation No. 2: Sales Operations Leaders Consider Staffing and Funding Top Challenges in 2019
  • Observation No. 3: Compensation Governance and Technology Integration Are More Common Priorities Than Plan Design
  • Observation No. 4: Staff Management Is a Top Compensation Design and Management Challenge
  • Observation No. 5: Difficulties Integrating Sales Intelligence and Reporting
  • Observation No. 6: Sales Operations Leaders Are Looking for Talent With Technology Skills for Analytic Needs
  • Methodology

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