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.

Topics include:

• Building sales territories
• Developing a go-to-market strategy
• Setting sales quotas
• Working with essential sales tools
• Designing compensation plans
• Creating a sales forecast
• nvesting in sales learning
• Establishing the rules of engagement and account ownership

• Introduction
• 1. How to Build Sales Territories
• 2. Sales Compensation
• 3. Forecasting
• 4. Sales Tools and Enablement
• 5. Data and Analytics
• 6. Rules for your Sales Org
• Conclusion

Brian Frank. He is the vice president of global operations.

Brian has 25 years of experience helping build, scale, and operate go-to-market functions for some of the world’s leading companies. Over the course of 10 years, Brian helped build the company from a startup to a billion dollar business. Brian leads the teams that make the sales organization more productive and successful. He is an advisor to Reali and BlueJeans Network.

Brian was the VP and GM of contract management solutions at Ariba for nine years, responsible for the overall business P&L and selling enterprise solutions. Brian was an associate general counsel.

Brian holds a degree in political science from the University of California, San Diego. He attended the Santa Clara University School of Law.