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LinkedIn Learning

Sales Operations

via LinkedIn Learning


Join Brian Frank as he dives into the sales operations function and how it can help you achieve greater sales success.

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.


  • Use sales operations to run an efficient business
  • What is sales operations?
1. How to Build Sales Territories
  • Define and size your addressable market
  • Develop a go-to-market strategy
  • How to set up equitable sales territories
2. Sales Compensation
  • How to set sales quotas
  • Incentive compensation: Variable pay
  • Incentive compensation: Accelerators
  • Designing compensation plans
3. Forecasting
  • How forecasting works
  • How to forecast
4. Sales Tools and Enablement
  • Sales tools for your sales team
  • Invest in sales learning
  • How to build a world-class sales learning function
5. Data and Analytics
  • Using data to sell
6. Rules for Your Sales Org
  • Rules of engagement and account ownership
  • Key components of the rules of engagement
  • Next steps

Taught by

Brian Frank

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