I am a firm believer in the importance of having a strong Sales Operations team at any revenue-generating organization. A lot of companies do not understand the difference between Sales Ops versus FP&A. Your Sales Ops team should be the backbone, helping provide the data to provide a go-to-market strategy and the tools to track overall health metrics on how the company and employees are pacing against that strategy. Strategies and models will always evolve, but if you have a strong process in place and keep a firm understanding of the data, what the team is providing, clients are providing, the market, and more, all of this will help guide better visibility and, therefore, forecasting.
As part of our series about the “Five Things You Need To Be A Highly Effective Leader During Turbulent Times”, we had…