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Sales Operations Specialization

10-12 hours4 lessons4 exercises1 assessment

Master pipeline management, forecasting, territory design, and sales compensation. Learn to build the operational infrastructure that enables reps to hit quota.

What You'll Learn

  • Design accurate forecasting methodologies
  • Build fair and motivating compensation plans
  • Create territory models that maximize coverage
  • Implement deal inspection and pipeline hygiene
  • Optimize sales productivity and efficiency

Prerequisites

  • Complete Foundations Assessment
  • Familiarity with CRM systems
  • Basic understanding of sales processes
Take Foundations Assessment

Curriculum

1
Lesson30 min

The Sales Ops Function

Role, responsibilities, and relationship to sales leadership

Start
2
Lesson60 min

Sales Performance Metrics

Pipeline, productivity, and efficiency metrics

Start
3
Lesson60 min

Forecasting Methodology

Bottom-up, top-down, and blended approaches

Start
4
Exercise60 min

Implementing a Forecasting Cadence

Build a weekly forecast rhythm

Start
5
Exercise45 min

Forecast Accuracy Diagnosis

Identify and fix forecast problems

Start
6
Lesson60 min

Compensation Plan Design

Base, variable, accelerators, and SPIFs

Start
7
Exercise60 min

Design a Comp Plan

Build a compensation model for a sales team

Start
8
Exercise45 min

Sales Ops Audit

Assess a sales operations function

Start
9
Assessment45 min

Sales Ops Assessment

Demonstrate your sales ops expertise

Start

Key Terms

pipeline coveragewin ratesales cycle lengthquota attainmentaspweighted pipelineforecast accuracyramp time

Certified Sales Operations Specialist

Complete all modules and pass the final assessment to earn your certification.

Start Learning