Overview
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Join Brian Frank as he dives into the sales operations function and how it can help you achieve greater sales success.
Syllabus
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Introduction
- Use sales operations to run an efficient business
- What is sales operations?
- Define and size your addressable market
- Develop a go-to-market strategy
- How to set up equitable sales territories
- How to set sales quotas
- Incentive compensation: Variable pay
- Incentive compensation: Accelerators
- Designing compensation plans
- How forecasting works
- How to forecast
- Sales tools for your sales team
- Invest in sales learning
- How to build a world-class sales learning function
- Using data to sell
- Rules of engagement and account ownership
- Key components of the rules of engagement
- Next steps
