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Evolution of Sales Ops over 25 years

In the earliest days of sales ops, the core of the sales ops function was separated from the Sales Manager’s role and it didn’t provide any feedback to the sales rep rather it only focused on finding faults in their work.  Sales Ops today is more of an opportunity to improve the sales function rather than just being a cost center. 

Major shifts in the Sales Ops industry

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Modern sales reps are more open-minded and eager to learn. This truly helps in using analytics in an effective way. 

Types of information accessible to sales reps 

Sales reps today have access to every important or unimportant metric. One of the most important of these key metrics is their performance against their targets. Information about how far they have come on their prospect list also helps keep them informed and accountable.

Advice on tackling difficult times in business

For salespeople, the key to success during these difficult times is to put all the required effort into improving their output and go above and beyond to achieve customer delight. 

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