Sales Operations

Course details

Sales operations is a critical component of any highly functioning sales organization. Individuals on a sales operations team work to help you successfully execute your go-to-market strategy and, in turn, grow your business. In this course, join Brian Frank as he dives into the sales operations function and how it can help you achieve sales success. Brian explains how to build sales territories by defining and sizing your total addressable market. He shares how to develop an effective go-to-market strategy, design compensation plans, and create a sales forecast. He also covers how to invest in the professional development of your sales team, identify the most valuable prospects and customers using data analysis, and more.

Learning objectives
Building sales territories
Developing a go-to-market strategy
Setting sales quotas
Working with essential sales tools
Designing compensation plans
Creating a sales forecast
Investing in sales learning
Establishing the rules of engagement and account ownership

Concepts

0. Introduction

01 - Use sales operations to run an efficient business
02 - What is sales operations

1. How to Build Sales Territories

03 - Define and size your addressable market
04 - Develop a go-to-market strategy
05 - How to set up equitable sales territories

2. Sales Compensation

06 - How to set sales quotas
07 - Incentive compensation - Variable pay
08 - Incentive compensation - Accelerators
09 - Designing compensation plans

3. Forecasting

10 - How forecasting works
11 - How to forecast

4. Sales Tools and Enablement

12 - Sales tools for your sales team
13 - Invest in sales learning
14 - How to build a world-class sales learning function

5. Data and Analytics

15 - Using data to sell

6. Rules for Your Sales Org

16 - Rules of engagement and account ownership
17 - Key components of the rules of engagement

Conclusion

18 - Next steps

Sales Operations

Authors

Brian Frank