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Sales Operations (SO) refers to the series of processes, technology and data that coalesce in order to maximize revenue generation capabilities. A subset of SO, Sales & Operations Planning (S&OP) creates a comprehensive sales plan to manage the efficiency and productivity of the sales team as they work towards a sales goal.
Sales operations utilize multiple systems tools (e.g. CRM software) along with inter-department communications, training and other resources to ensure revenue optimization. SO provides a calculated, systems-based approach to sales. By eliminating unnecessary challenges facing a sales team, members can focus on revenue generation unencumbered.