Sales Operations Is a Balancing Act

What we do in sales operations is based on structure and organization – it’s about defining standards that are needed across process, technology and go-to-market planning. We identify repeatable processes to improve sales efficiencies and productivity so that organizations can continue to grow. But as organizations look to scale their growth – not just grow but increase revenue while minimizing overhead – sales operations also needs to shift and consider balancing structure with flexibility.
Sales operations is a balancing act. We need to account for both structure and flexibility as we help make sense of what appears chaotic, especially as organizations look to scale their growth. (Click to tweet)
First, let’s take a look at how the scope of what sales operations does shifts as organizations grow.
In our 2018 Sales Operations Optimization Study, we noted that as organizations grow – both in company revenue size and in sales force size – they’re