March 21, 2013 | By Mike Ryan
Our last edition of Performance Perspectives addressed the value that forward looking sales operations teams are bringing to senior sales executives—leaders who must carefully balance the long-term goals of the enterprise against the continuous pressure of hitting revenue requirements. Contemporary Chief Sales Officers (CSO) need a strong sales ops team that can keep reps focused on the specific products, services and customer segments that fuel economic growth, as well as the value-building behaviors that reinforce trust in the brand.