Sales Operations Management

What You Will Learn

• 1 Build a sales operations function that aligns process, technology, and people with revenue goals.
• 2 Apply data modeling techniques to design territory structures and quota plans that maximize coverage.
• 3 Create accurate sales forecasts using pipeline analysis, historical trends, and probability-weighted stages.
• 4 Develop incentive compensation plans that motivate desired behaviors without overpaying.
• 5 Implement CRM and sales technology stacks that automate workflows and provide actionable dashboards.
• 6 Design sales process frameworks that standardize deal stages, handoffs, and approval gates.
• 7 Use reporting and analytics to diagnose funnel leaks, rep performance gaps, and market shifts.
• 8 Integrate sales operations with marketing, finance, and customer success for end-to-end revenue alignment.
• 9 Apply governance principles to ensure data integrity, compliance, and ethical sales practices.
• 10 Lead sales operations teams through change, hiring, and capability development initiatives.