--- title: "Sales Operations in the COVID-Era: Insights from Salesforce's Trends in Sales Ops Report - General - Arovy" description: "Packed with insightful data regarding the latest trends in sales ops, we're highlighting the can't-miss info in this Salesforce report. - Category: General - Arovy" image: https://www.arovy.com/hubfs/Imported_Blog_Media/chris-liverani-dBI_My696Rk-unsplash-scaled-2.jpg --- [![arovy-logo-dark](https://www.arovy.com/hubfs/arovy-logo-dark.png)](https://www.arovy.com/) - Product - Solutions - Resources - Company - [Contact](https://www.arovy.com/contact) [Login](https://app.seesonar.com/?_ga=2.107586177.2061971783.1595815103-1960554115.1586437671) Book Demo - Product [![Data Dictionary](https://www.arovy.com/hubfs/Facebook%20Icon%20(8).webp) Data Dictionary AI-Powered Salesforce Data Documentation](https://www.arovy.com/data-dictionary)[![Impact Analysis and Dependency Mapping](https://www.arovy.com/hubfs/Impact%20Analysis%20and%20Dependency%20Mapping.png) Impact Analysis and Dependency Mapping Seamless visibility into all references across your organization.](https://www.arovy.com/impact-analysis-dependency-mapping)[![Change Tracking & Enhanced Audit Trail](https://www.arovy.com/hubfs/Facebook%20Icon%20(7).webp) Change Tracking & Enhanced Audit Trail Use a timeline view to track changes made across teams.](https://www.arovy.com/change-tracking-enhanced-audit-trail)[![Data Classification](https://www.arovy.com/hubfs/Facebook%20Icon%20(9).webp) Data Classification Ensure compliance with capture for every field added.](https://www.arovy.com/data-classification)[![Application Security Monitoring](https://www.arovy.com/hubfs/Facebook%20Icon%20(10).webp) Application Security Monitoring Keep a pulse on every integration and user.](https://www.arovy.com/application-security-monitoring)[![API Monitoring & System Uptime](https://www.arovy.com/hubfs/Facebook%20Icon%20(11).webp) API Monitoring & System Uptime Seamlessly detect every integration outage.](https://www.arovy.com/api-monitoring-system-uptime)[![Threat Detection & Risk Mitigation ](https://www.arovy.com/hubfs/Facebook%20Icon%20(12).webp) Threat Detection & Risk Mitigation Visual threat-detection and suggested action plans.](https://www.arovy.com/threat-detection-risk-mitigation) - Solutions [![Target Icon-1](https://www.arovy.com/hubfs/Target%20Icon-1.webp) Scope Salesforce Projects Confidently Understand impacts across Salesforce and your integrated tech stack.](https://www.arovy.com/solutions/scope-sfdc-projects/)[![Data Base Icon](https://www.arovy.com/hubfs/Data%20Base%20Icon.webp) Eliminate Tech Debt with AI Insights into every piece of data and configuration.](https://www.arovy.com/solutions/eliminate-tech-debt)[![Map point icons](https://www.arovy.com/hubfs/Map%20point%20icons.webp) Monitor Setup Audit Trail Automated access audits with Arovy.](https://www.arovy.com/solutions/monitor-setup-audit-trail)[![Shine Icon](https://www.arovy.com/hubfs/Shine%20Icon.webp) Reduce Agentforce Risk with AI Ensure the accuracy and usefulness of AI models.](https://www.arovy.com/solutions/reduce-agentforce-risk-with-ai)[![User Icon](https://www.arovy.com/hubfs/User%20Icon.webp) Automate User Profile Management Protect data and stay compliant with user access policies.](https://www.arovy.com/solutions/automate-user-profile-management)[![Shield Icon](https://www.arovy.com/hubfs/Shield%20Icon.webp) Optimize Shield Implementation Visualize Salesforce activity to spot anomalies and prevent leaks.](https://www.arovy.com/solutions/salesforce-shield)[![Process Icon](https://www.arovy.com/hubfs/Process%20Icon.webp) Visualize Connected Apps Get real-time visibility into apps accessing your Salesforce data.](https://www.arovy.com/solutions/visualize-connected-apps-to-reduce-integration-risk)[![icon](https://www.arovy.com/hubfs/Danger%20Icon-1.png) Stop Salesforce Phishing Attacks Block unauthorized Salesforce integrations without disrupting your business.](https://www.arovy.com/stop-salesforce-phishing-attacks) - Resources [![Arovy Icon](https://www.arovy.com/hubfs/Arovy%20Icon.webp) Blog Read the Arovy Blog](https://www.arovy.com/resources/blog) [![Arovy Icon](https://www.arovy.com/hubfs/Arovy%20Icon.webp) Webinars Watch the Latest Webinar](https://www.arovy.com/resources/webinars) Follow Us [![LinkedIn Icon](https://www.arovy.com/hubfs/LinkedIn%20Icon.svg)](https://www.linkedin.com/company/sonarsoftware.com?__hstc=24482917.e5b55d6fa1b1ae884b668cdcd6e03155.1745874937734.1746634187535.1746643628231.21&__hssc=24482917.1.1746643628231&__hsfp=3161940081) [![YouTube Icon](https://www.arovy.com/hubfs/YouTube%20Icon.svg)](https://www.youtube.com/channel/UCQwhXnb9tcw07SK78qnxiJw) Latest Resources - [![Webinar: Salesforce Data Dictionary: Build It Yourself or Automate It?](https://www.arovy.com/hs-fs/hubfs/Webinar_3%20Speakers%20(2)-2.jpg?width=960&name=Webinar_3%20Speakers%20(2)-2.jpg) Webinar: Salesforce Data Dictionary: Build It Yourself or Automate It? 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Join Arovy to learn how to build and maintain a Salesforce data dictionary, where LLMs can help, and when an automated approach makes more sense.](https://www.arovy.com/resources/webinars/webinar-salesforce-data-dictionary-build-it-yourself-or-automate-it) - [![Webinar: Top 3 Signs You Need a Modern Salesforce Data Dictionary](https://www.arovy.com/hs-fs/hubfs/Top%203%20Signs%20data%20dictionary%20webinar-1.webp?width=960&name=Top%203%20Signs%20data%20dictionary%20webinar-1.webp) Webinar: Top 3 Signs You Need a Modern Salesforce Data Dictionary Join BambooHR and Arovy to learn the top 3 signs your team needs a modern Salesforce data dictionary to improve visibility, reduce risk, and support AI initiatives.](https://www.arovy.com/resources/webinars/top-3-signs-you-need-a-modern-salesforce-data-dictionary) Book a Demo [Help & Support](https://sonarsoftware.zendesk.com/hc/en-us/) [Get in Touch](https://www.arovy.com/contact) More From Arovy [![Arovy Icon](https://www.arovy.com/hubfs/Arovy%20Icon.svg) Company Page Learn about Arovy.](https://www.arovy.com/company) [![Security/Compliance Icon](https://www.arovy.com/hubfs/Facebook%20Icon%20(13).webp) Security/Compliance A foundation of trust for every customer.](https://www.arovy.com/trust-center) [![Community Icon](https://www.arovy.com/hubfs/Cal.webp) Community Join the WizOps Community.](https://wizops.org/?__hstc=24482917.e5b55d6fa1b1ae884b668cdcd6e03155.1745874937734.1747330601180.1747335269272.48&__hssc=24482917.6.1747335269272&__hsfp=3161940081) Recent Resources - [![Sonar is now Arovy! 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Prevent AI risks, ensure compliance, and optimize data governance.](https://www.arovy.com/resources/blog/the-power-of-a-data-dictionary-in-the-agentforce-era) [All Posts](https://www.arovy.com/resources) [General](https://www.arovy.com/resources/blog/tag/general) 3 MIN READ # Salesforce Report: Latest Trends in Sales Ops ![Sales Operations in the COVID-Era: Insights from Salesforce's Trends in Sales Ops Report](https://www.arovy.com/hubfs/Imported_Blog_Media/chris-liverani-dBI_My696Rk-unsplash-scaled-2.jpg) Link copied to clipboard! This year has sparked a lot of questions about the future of sales ops: How are sales ops leaders handling the challenges of working remotely and managing their tech stacks during the pandemic? What's the best way to [forecast during uncertain times](https://wizops.org/certain-steps-to-forecasting-during-uncertain-times/)? How has the role of sales ops changed compared to last year? Will AI continue to play a larger role in our tools and methodology? As it turns out, we weren' the only ones asking these questions. Salesforce has been busy asking them, too—to almost 6,000 sales professionals around the globe, to be exact. For the first time ever, the CRM platform has published a portion of its [Trends in Sales Ops Report](https://www.salesforce.com/resources/research-reports/trends-in-sales-operations/), revealing valuable data gleaned from full-time sales professionals like sales operations specialists, sales representatives, and sales leadership in varying B2B and B2C industries worldwide. “Sales ops has more influence than ever in today's sales organizations," shared Elliot Greenwald, the COO of Salesforce Anywhere, in his opening remarks. “Because of this, sales ops is not only executing strategy but also defining it. Today's work-from-home reality has blurred the lines between inside sales and field sales. It's now more important than ever to have a central, defined sales strategy." Packed with insightful data regarding the latest trends in sales ops, this report serves as a valuable tool as we look forward to 2021. From examining how the sales ops job description is expanding to the high-tech tools that have surged in value since the pandemic, we're highlighting the can't-miss info in this Salesforce report. ## Why Sales Operations is More Important Than Ever Sales ops teams have always had an integral role, but now they are getting an even bigger seat at the table. Why? Unprecedented circumstances (i.e., a global pandemic) require more “operational efficiency and data-driven decision-making" in order to succeed. In fact, the report revealed that 85% of sales professionals say the role of sales ops has become more strategic since the onset of the pandemic. A bigger seat at the table means an increase in sales operations teams' work—and the numbers prove it, with 75% of sales ops professionals reporting new responsibilities at work. Furthermore, their job descriptions are expanding to include things like “high-level planning and revenue strategy." Arguably the most important function, however, comes with [bridging the gap between cross-functional teams](https://www.arovy.com/resources/revops-teams). With RevOps on the rise, the role of sales ops is no longer siloed, and the collaboration of these teams is crucial to company-wide success. ## Sales Ops Paves the Way for New Tools Changing roles and responsibilities will inevitably shift the need for specific tools, too. Since 2019, 73% of sales leaders reported that their sales technology needs have changed and that they implement those changes faster than they did last year. Some of the most popular and most valuable tools, according to the report, include: - Video conferencing - Artificial intelligence (AI) - Mobile sales app(s) for employees - Customer relationship management (CRM) system - Sales prospecting Video conferencing is a given with millions of employees now working from home, but AI is the real kicker here. Thanks to AI, 52% of leadership saw a major improvement in understanding customer needs, 47% reported a major improvement in forecasting, and 46% improved visibility into rep activity when compared to 2019. Fears that AI would replace human sales teams are diminishing as AI tools prove to be a valuable resource in not only achieving KPIs but hiring for and growing sales ops teams as well. ## The Last Word: What's Next for Sales Ops It goes without saying that 2020 was full of unique and unprecedented challenges. Nonetheless, as this report has demonstrated, sales ops teams around the world rose to the occasion with tools in hand, proving that change (even the unexpected kind) can be a good thing. Looking for more sales ops resources? [Check out these articles from Salesforce](https://www.salesforce.com/resources/sales/#!page=1) , or [dive into our own assortment at Arovy](https://www.arovy.com/resources) . ## Related Posts Explore our recent articles. ![](https://www.arovy.com/hubfs/Imported_Blog_Media/arlington-research-Kz8nHVg_tGI-unsplash-scaled-2.jpg) ### Sales and Marketing Ops Teams: What's the Secret to Their Success? What are the roles of sales and marketing ops teams? Secrets and tips for successful sales and... General ![](https://www.arovy.com/hubfs/Hero%20image%20-%20RevOps%20SF%20Statistics%20for%202024.png) ### The Ultimate List of RevOps Salesforce Statistics for 2024 RevOps is rapidly growing among global companies. Here is the ultimate list of 2024 RevOps... General ![Footer background gradient](https://www.arovy.com/hubfs/raw_assets/public/Sonar%202025/images/footer/background--footer-new.png) ![Footer background gradient](https://www.arovy.com/hubfs/raw_assets/public/Sonar%202025/images/footer/background--footer-new__mobile-min.png) ![arovy-logo-blue](https://www.arovy.com/hubfs/arovy-logo-blue.png) The Modern Salesforce Data Governance Platform for AI Success free trial book demo Product Features [Impact Analysis & Dependency Mapping](https://www.arovy.com/impact-analysis-dependency-mapping)[Change Tracking & Enhanced Audit Trail](https://www.arovy.com/change-tracking-enhanced-audit-trail)[Data Dictionary](https://www.arovy.com/data-dictionary)[Data Classification](https://www.arovy.com/data-classification)[Application Security Monitoring](https://www.arovy.com/application-security-monitoring)[API Monitoring & System Uptime](https://www.arovy.com/api-monitoring-system-uptime)[Threat Detection & Risk Mitigation](https://www.arovy.com/threat-detection-risk-mitigation)[See All Features](https://www.arovy.com/product) Solutions [Scope Salesforce Projects Confidently](https://www.arovy.com/solutions/scope-sfdc-projects/)[Eliminate Tech Debt with AI](https://www.arovy.com/solutions/eliminate-tech-debt)[Monitor Setup Audit Trail](https://www.arovy.com/solutions/monitor-setup-audit-trail)[Reduce Agentforce Risk with AI](https://www.arovy.com/solutions/reduce-agentforce-risk-with-ai)[Automate User Profile Management](https://www.arovy.com/solutions/automate-user-profile-management)[Optimize Shield Implementation](https://www.arovy.com/solutions/salesforce-shield)[Visualize Connected Apps](https://www.arovy.com/solutions/visualize-connected-apps-to-reduce-integration-risk)[Stop Salesforce Phishing Attacks](https://www.arovy.com/stop-salesforce-phishing-attacks) Resources [Blog](https://www.arovy.com/resources/blog)[Webinars](https://www.arovy.com/resources/webinars) Company [Company Page](https://www.arovy.com/company)[Trust Center](https://www.arovy.com/trust-center)[WizOps Community](https://wizops.org/) Social [YouTube](https://www.youtube.com/channel/UCQwhXnb9tcw07SK78qnxiJw)[LinkedIn](https://www.linkedin.com/company/sonarsoftware.com?__hstc=24482917.e5b55d6fa1b1ae884b668cdcd6e03155.1745874937734.1746634187535.1746643628231.21&__hssc=24482917.1.1746643628231&__hsfp=3161940081) Contact [Book a Demo](https://www.arovy.com/request-demo)[Help & Support](https://sonarsoftware.zendesk.com/hc/en-us/)[Get in Touch](https://www.arovy.com/contact) © 2026 Arovy All rights reserved. | [Privacy Policy](https://www.arovy.com/privacy-policy) - [Terms of Service](https://www.arovy.com/terms-of-service) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Admin", "url" : "https://www.arovy.com/resources/blog/author/admin" }, "dateModified" : "2025-05-22T20:48:58.020Z", "datePublished" : "2020-11-10T05:00:00.000Z", "headline" : "Sales Operations in the COVID-Era: Insights from Salesforce's Trends in Sales Ops Report", "image" : [ "https://www.arovy.com/hubfs/Imported_Blog_Media/chris-liverani-dBI_My696Rk-unsplash-scaled-2.jpg" ], "mainEntityOfPage" : { "@id" : "https://www.arovy.com/resources/blog/salesforce-report", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://www.arovy.com/hubfs/logo%20arovy400x400.svg" }, "name" : "Arovy" } } ```