The role of Sales Operations has evolved over the years. Today, Sales Operations supports and enables the front line sales teams.
Sales Operations oversees support functions such as territory management, reporting as well as the sales technology tools.
A successful Sales Operations person has the following skills:
- Understands Data and Analytics
- Great with systems and tools
- Optimizing the sales process
- Adept at support
There is confusion between Sales Operations and Sales Enablement. Sales Enablement supports the front line sales team during the earlier stage of the funnel. Sales Operations oversees high level support functions such as strategy, technology, operations and performance.