The drive to achieve high performance through sustained top-line growth is dominating the strategic agenda of most global companies, and that has placed an even more intense focus on the productivity of sales organizations. Many corporate leaders have been trying to meet the challenge to generate growth and improve sales effectiveness by focusing on process improvements, cost reductions, sales tools and training. However, for most, sales results are not paying back the investment in improvement initiatives. Our research and experience points to the fact that many companies are devoting inadequate attention and resources to their sales operations—the processes, infrastructure and administrative support that underpin everything a sales organization and its people do.

Transforming sales operations can result in improved sales performance and increased margin optimization. Companies can realize comprehensive benefits by improving sales operations: reduced expenses, an increased rate of sales, more repeat sales and improved margin optimization.