Sales operations provides the organization with the resources, processes, analytics and decision support needed to succeed. It’s important for sales operations leaders to assess (and reassess) the sales operations strategy to stay aligned with the ever-evolving selling landscape.
However, a shifting B2B market is presenting key challenges that put sales operations and strategies at risk. Leaders need to anticipate demand for digital interactions and virtual selling to prepare sellers for the future. Not to mention, the market for sales technology — including the use of artificial intelligence and machine learning — is rapidly evolving, causing B2B sales organizations to struggle in prioritizing their investments.
Amid all this change, new business questions arise, prompting all leaders to clamor for improved analytics and insight. Yet poor data and analytics governance — coupled with low data literacy — often prevent consistent and accurate analytics interpretation.
Achieving hypergrowth in this digital era requires sales operations to address and overcome these hurdles by investing in and reorienting their sales operations teams. Only then will they discover a new source of competitive advantage in the marketplace.