Sales Operations

Introduction

• 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

Conclusion

• Next steps