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Help Shape the Future of Sales Operations!

February 13, 2019 | By Steve Silver

  • Sales operations continues to evolve as a function to meet organizations’ changing needs and priorities
  • SiriusDecisions is conducting a global study of sales operations roles, responsibilities and accountabilities to help define the future of sales operations
  • Become a participant and get an exclusive preview of the results just by providing your input

Over the past decade, b-to-b sales operations has evolved from a largely tactical function – focused on measurement, reporting, data management, processes and systems management – to a more complex function that informs and enables sales strategy and technology capabilities, drives change across the sales function, and supports growth objectives.

hands pointing at papers with dataSales operations first appeared as a unique discipline in the 1990s as a loosely defined set of business activities and processes that helped sales organizations perform efficiently and effectively. Most people working in sales operations moved into their roles from other functions (e.g. sales, marketing, project management, finance), performing a range of non-quota-bearing tasks required to support sales (e.g. reporting, project management, compensation management, contract management, order processing, sales support, sales engineering). The sales operations role was generally highly tactical, addressing the day-to-day needs of the sales function and sales leadership.

In the last decade, sales functions’ constant efforts to adapt to external and internal changes have driven the evolution of sales operations. In addition to its tactical role, sales operations is increasingly chartered to inform and operationalize the strategy of the chief sales officer (CSO), serving as chief of staff to the CSO and a liaison to other parts of the organization such as marketing, marketing operations, sales enablement, HR, finance, product and IT. We’ve identified seven core components of the sales operations charter: strategy and planning, sales intelligence, technology and infrastructure, process design and management, sales support and administration, deal support and pursuit, and project management.

Now, we want to know the new roles, responsibilities and accountabilities for sales operations in your organization. SiriusDecisions is conducting the SiriusDecisions Sales Operations Sunburst Survey, whose purpose is to gather data regarding sales operations budgets and resource allocation. Our goal is to provide sales operations leaders with the data they need to compare their organization to peer organizations, and determine the appropriate allocation of budget and resources to accelerate organizational growth.

We will be sharing the findings from the study, including analysis and data points, at our upcoming 2019 Summit (May 5–8 in Austin, Texas). However, qualified respondents who complete the survey will receive priority access to a webcast ahead of the formal release of the results.

2020 Planning Guide

for Sales Operations

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Steve Silver

Steve is a VP, research director in the Sales Operations Research Service at SiriusDecisions. He has more than 20 years of executive-level experience spanning sales operations, sales and product marketing. Follow Steve on LinkedIn or Twitter @JStevenSilver.

Join Us at #SDSummit 2020

Join Us at #SDSummit 2020

<p>Join your peers next May for data-driven best practices research, unveiling of new innovations across the b-to-... Learn More
<p>Join your peers next May for data-driven best practices research, unveiling of new innovations across the b-to-b space and networking with an elite community of sales, marketing and product leaders.</p> Learn More
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