You're considering new technology for Sales Operations. What are the risks you should be aware of?

While seamless integrations are crucial for efficiency, don't let compatibility concerns deter you from getting the system that suits your needs best. While numerous integrations can streamline workflows, software rarely fits all needs perfectly. Prioritize functionality and usability over sheer integration numbers to ensure your sales operations are optimized for success.

In my experience, teams tend to cut corners when it comes to evaluating the security risks of free software. Free software often does not have the same security standards as enterprise-grade applications. My recommendation is that teams have a policy in place for evaluating and approving free software. When you consider the security risks, it can sometimes be better to purchase a paid, enterprise application with stronger security standards. Sales Operations Pros should collaborate with their IT departments to establish a protocol that balances the risks with the benefits and considers the broader landscape of solutions, regulatory requirements, and insurance requirements related to cyber-risk.

As someone who has worked in Data for over a decade. I have always found that the biggest challenge organisations face around data is being able to 'trust' the data. The result of this, is siloed Spreadsheets and different people working of their 'own sheet'. I believe that the first step is to drive a culture around your Data Strategy that everyone buys into. Create a 'Center of Excellence' which ignites collaboration and standardisation across the different functions.

Before you invest in a new tool or tech, think about how it will be used, whether will it help end-users or complicate their day-to-day operations. If it makes their life easier, adoption will be much higher. There are too many tools out there, so evaluate and think before you try it out and implement it.

In my experience, the most important point that gets overlooked when considering a new technology is how to transform existing processes. Most often, companies make the mistake of trying to rebuild their current processes in the new technology, which can lead to excessive customization, implementation delays, lack of best practice, and limit the benefits to be gained from the new technology. Look at the new technology investment as an opportunity to transform business processes, and implement the new technology to support the new vs recreating the old.