The role of sales operations is becoming increasingly vital to sales organizations. In 2020, 65% of sales leaders recognized its importance in defining strategy and over 80% of sales professionals acknowledged its crucial role in driving business growth. Sales ops professionals, with their expertise in process and efficiency, can help sales reps focus on their core task of selling by removing non-selling tasks from their to-do lists. Currently, sales reps spend only 28% of their time selling, with the rest consumed by tasks such as deal management and data entry. The drive for efficiency and cost savings is also increasing the adoption of AI in sales. Currently, only 33% of sales organizations use AI, but 20% more plan to do so in the next two years. Top-performing organizations are more likely to have already adopted AI, with benefits such as improved lead prioritization and more accurate forecasting. 80% of leaders and sales ops professionals who have implemented AI report that it has improved the use of reps' time at least moderately.
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