Customers nowadays want the same experience in the B2B world as they wanted in B2C area. As a result, sales leaders are expected to do more with less. So just focusing on technology would not do. To make your product look attractive is always one field where you can work on, to improve your sales. Ensuring that the local sales manager and retailers always stay updated with upcoming changes in the sales process and new sales technology, also helps you to get more demand for your product. In order to enjoy greater market share, a seller should always aim at taking a leadership role in the market. Keeping your sales operation coordinated through centralized systematic organizations is always an add-on. One also needs to be careful about whom is he assigns the task to sale his product, which means that leader of sales operation should be high-potential leader. Read more at: http://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/looking-beyond-technology-to-drive-sales-operations