Published: 19 April 2023
Adopting an agile-inspired approach can help sales operations leaders avoid “shiny object syndrome” and the distraction of low-impact requests. Use this research to identify and prioritize projects that balance seller needs with the sales organization’s wider goals.
Legacy approaches to sales operations project prioritization require too many resources, consume too much time and ultimately do not adequately account for the acute needs of the seller or the wider business. An agile-inspired approach provides sales operations leaders with a means of balancing seller needs against other organizational priorities.
The 2022 Gartner B2B Seller Motivation Survey found that a majority of sellers believe their leadership teams are disconnected from their daily reality, contributing to poor adoption of new tooling, processes and plays launched by sales operations.
Internal change management continues to be a top challenge for sales organizations, negatively
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