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Inside a Sales Operations Group On a Mission

Scott Kolar Provides Insight Into the Structure and Focus of Sales Operations at LexisNexis Risk Solutions

Leading a team supporting four business units, Scott Kolar knows that building an effective sales operations function is no easy task. But he also knows just how much can be accomplished with the right team, the right mission, and a desire to win. In this interview, you'll learn about:

  • The challenges associated with running a sales operations function supporting multiple business units.
  • Defining what your team will and will not be responsible for and maintaining that positioning over time.
  • Fostering and facilitating collaboration and alignment with the other stakeholder groups in the company.
  • Staying abreast of best practices in sales effectiveness and securing support for major improvements.

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More Subscriber-Only Resources From Our Library

  • Moving the "Meaty Middle"

    The primary focus for Sales Ops should be on improving the performance of the middle-of-the-road salespeople who comprise the majority of the team. In this on-demand webinar, learn why it's so important and how to make it happen.

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  • Exploring the Sales Ops Center of Excellence

    This recorded training seminar discusses the two types of Sales Ops Center of Excellence we found in our research. Highlighting the critical differences between each type, we explore the decisions and steps that matter most in developing an effective Sales Ops Center of Excellence.

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    The concept of "sales enablement" can be somewhat confusing. While there are different definitions, our research has identified a number of core themes and best practices that spell success.

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  • Finding Margin Leaks in Your Sales Processes

    Of course, every sale is the result of a process. And with any process, the quality of the final product is influenced by the raw materials. This diagnostic helps improve revenues and margins by identifying the root-causes of erosion in your sales processes.

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