Mission:

1. To establish core definitions and standards throughout the global field of Sales Operations.

2. To develop and establish world-class Sales Organizations.

3. To position Sales Organizations to continuously:

  • Accelerate revenue growth.
  • Lower cost of sales.
  • Increase sales force motivation.
    (therefore increasing productivity and retention)

Core Strategy:

Define Success. Measure Success. Enable Success.

  • Define a common language within Organizations.
  • Discover barriers that hinder Sales Effectiveness.
  • Determine solutions to overcome those barriers.
  • Deploy strategies to enable continuous improvement in Sales Productivity.

Enabling Principles:

Every complex problem can be translated into a series of simple problems.

Deal with the root, not the fruit. Otherwise you will find yourself dealing with the fruit over and over again.

Pay attention to people, processes and technology;
in that order of importance.