Top 12 World-Class Sales Practices | Align Sales Management, Operations and Enablement

Sales management, sales operations and sales enablement functions may organizationally report into a CSO or CRO, but do you know how aligned they are? Each of these functions represents critical leverage points in helping sales teams effectively and efficiently engage with customers to create the desired customer experience. But with all three functions operating at full speed, it’s not unusual to see them get out of sync.
What sets World-Class organizations apart is the proactive approach they take to align the three functions to drive results. (Click to tweet)
The majority (96%) of World-Class organizations reported alignment among sales management, operations and enablement to be a strength, compared to 35% of all survey respondents (2019 World-Class Sales Practices Study).
First, let’s take a look at each of the three functions to better understand why alignment is key.
Sales management is responsible for sales execution, and sales operations and sales enablement are critical supporting functions