Setting Priorities: Shifting Sales Operations from Reactive to Proactive

Setting priorities sounds easy enough. But, when looking at the number of sales operations activities on their to-do lists, are organizations actually doing it? In today’s blog, we explore how priority-setting can help transition sales operations from reactive to more proactive.
Priority-setting for sales operations
In our 2018 Sales Operations Optimization Study, we took a look at how organizations were setting priorities for sales operations and broke them out into four approaches:
Has a formal charter, with long-term plan and vision
Coordinates with leadership but with focus on analytic support for executive decision-making
Coordinates with leadership but with focus on operational and technology-based programs
Priorities are set by other teams
The majority of today’s sales operations teams are still reactive and not driving their own priorities. Our research shows less than 1/4 of organizations set their own priorities with a formal charter or business plan, and 1/5 have others setting their priorities for them. While this might