Whenever the level of confusion on sales enablement is discussed, another area of confusion is ignored. And that’s the question: what, exactly, is sales operations? And what’s the relationship between the two?
Some people say, “Oh no, sales ops is well defined, the confusion is about sales enablement,” but that isn’t the case. Ask ten people how to define sales operations, and you’ll get ten different answers. The same with sales enablement. The only difference is: we are not talking about the sales operations confusion, which means we are not talking about the other side of the coin. And this is why we are not in balance.
And that’s exactly how we see sales operations and sales enablement: as two sides of the same coin, with the overall goal of improving sales results. Yes, that’s the common denominator: driving predictable sales results. Both disciplines tackle the same goal from a different perspective.