Like every other role, Sales Operations has been impacted by COVID-19. Before COVID hit, Sales Operations teams were largely focused on integrating more closely with their sales teams and reimagining the sales process. Priorities included streamlining the pricing/product offering and deal workflow, and identifying prospecting opportunities, narrowing down prospecting and ideal customer criteria, and developing a solid pipeline.
While the onset of the pandemic left nearly every organization scrambling, many Sales Operations and sales teams have moved beyond the 'reacting to COVID' phase and are now defining COVID adaptive plans. Not surprisingly, Sales Operations is less focused on new business and instead is hyperfocused on customer success, retention, and upselling. This makes sense considering that 47% of buyers say they’ve been forced to put off purchases due to budget freezes.
