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.

To understand in what ways teams are adjusting, we convened a roundtable with Sales Operations leaders. Read on for their insights and approaches when it comes to:

•   Redoing the financial forecast
•   Investing in retention vs. acquisition
•   Addressing quota setting and comp on retention
•  Figuring out the concession matrix
•  Managing changes in top of funnel/pipeline
•  Prioritizing Sales Ops in Revenue Ops
•  Acting vs. planning