Lead Qualification
Evaluating and rating the quality of leads.Sales Pipeline
Developing and managing a sales pipeline to meet sales targets in upcoming quarters. A sales pipeline represents deals at different stages such as leads, opportunities, proposals and customers.Proposals
Support proposal development such as RFP responses.Training
Training processes for sales teams such as new product training.Knowledge
Developing knowledge sources such as sales manuals.Sales Collaterals
Developing sales collaterals such as whitepapers and presentation materials.Data
Managing sales pipeline, contact and customer data.Tools
Acquiring, managing and configuring sales technologies and tools such as a sales force automation platform.Metrics
Measuring the performance of the sales team.Integrated Planning
Liaison with teams such as marketing and operations to support processes such as S&OP.Forecasting
Developing sales forecasts.Targets
Managing sales goals, targets, quotas and campaigns.Deal Approval
A process for management and legal to review deal margins and terms.Compensation
Administering sales performance management programs, sales incentives and commissions.Compliance
Manage sales compliance policy, enforcement and reporting.| Overview: Sales Operations | ||
Type | ||
Definition | The management of sales processes. | |
Related Concepts | ||
