Sales operations refers to the business functions focused on systematically improving the performance of sales teams through process design, productivity tools, analytics, data integrity, and sales technology optimization. Operations provide support infrastructure enabling sales execution.

Common responsibilities include territory mapping, quota setting, sales planning, performance reporting, technology evaluation, and dashboard creation. Operations aim to gain efficiencies, synthesize insights from data, and implement platforms for the benefit of sales. Close collaboration with IT, Sales, and Finance is essential.

The most strategic sales operations leaders take a consultative approach in truly understanding sales challenges and orchestrating solutions. Mature operations practices inject science into the art of selling. Mastering sales operations and technologies can deliver a scalable competitive edge when matched to business strategy.

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