Sales leadership creates the vision for the sales organization. This begins with understanding and assessing market opportunity to ensure the sales force is effectively enabled to capitalize on these opportunities.
Sales operations ensures the business’ strategy is being effectively executed. With salespeople located in different parts of the world, controllable and adaptive structures are critical.
Human Resources Leaders focus on a company’s most valuable assets – its human capital. HR is a critical partner in attracting, retaining, and motivating the organization’s salespeople.
Compensation Committees are increasing their watch over sales compensation plans. The dollars spent and population impacted often dwarfs that of all other employee segments. Committees are increasingly calling for greater rigor and measurement.