At SiriusDecisions we created the Sales Operations Sunburst Model™ to answer the often pondered but rarely answered question, “What does sales operations do anyway?” We created this new model because our research and observations show that over the last decade a variety of complex factors are forcing sales operations organizations to rethink their approach to problem solving and take a more visible leadership role in sales and across the company. While the exact accountabilities of sales operations vary from company to company, these five key trends are influencing everybody:
Other factors impacting sales operations are the rapid rise of inside sales, the emergence of sales enablement and marketing operations as unique functions, the explosion of new sales technologies, and the growing trend towards outsourcing and offshoring.
While these changes are creating organizational upheaval, many sales operations leaders are still trying to figure out exactly what their organizations’ accountabilities should be. Our research shows that sales operations has converged around seven major accountabilities, which include:
Steve Silver is a Senior Research Director of Sales Operations Strategies at SiriusDecisions. Steve brings with him more than 20 years of executive-level experience spanning sales operations, sales and product marketing. Follow Steve on Twitter @jstevensilver.