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

Introduction

Use sales operations to run an efficient business
What is sales operations

How to Build Sales Territories

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

Sales Compensation

How to set sales quotas
Incentive compensation - Variable pay
Incentive compensation - Accelerators
Designing compensation plans

Forecasting

How forecasting works
How to forecast

Sales Tools and Enablement

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

Data and Analytics

Using data to sell

Rules for Your Sales Org

Rules of engagement and account ownership
Key components of the rules of engagement

Conclusion

Next steps