Founder of Cotonomy, finishing up book on how to build a sales driven culture, 20 yrs of selling and 10 yrs of building the operations that help companies sell more.
The core to building a successful sales organization and team is a sound sales operation. This is the framework that allows a good strategy and top talent to thrive.
It is often a gap in many organizations because the VP of Sales/CEO is too busy selling or working on strategy that he/she is unable to build the proper operational framework.
Companies also make the mistake of hiring a junior person into this role because they think it is more an administrative/operations role as opposed to a core strategic operations role that sets the workflow and foundation for a sales driven organization.
In both cases the sales culture and organization lose significant sales power. They also lose a tremendous opportunity to learn and refine their actions. This is why after 20 yrs in sales and 10 yrs building sales organizations I decided to focus on helping companies fix this core gap. I am also finishing a book that I have written on how to properly build a sales driven organization.