SALES OPERATIONS


How to Be a Sales Ops Champion GARY TENNECK


Sales operations is the engine that drives B2B revenue growth – optimizing processes, managing technology, and analyzing performance. Here are the five most critical areas to understand about sales ops – helping acquire as well as retain customers.


46 | SEPTEMBER/OCTOBER 2026 SELLING POWER © 2026 SELLING POWER


1. CHAMPIONING CRM DATA HYGIENE AND ACCURACY In the modern B2B sales environment, data dictates strategy. Reps rely on customer relationship management (CRM) systems, but the platform’s true value is only realized when data is clean, up to date, and consistent. Sales ops is responsible for estab-


lishing strict data-entry processes and eliminating “bad data” that can


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