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15 Examples of Sales Operations

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Sales operations is the management of sales processes and practices. It is common for sales and sales operations to be managed as separate teams. Sales is responsible for closing sales and managing relationships with customers. Sales operations manages the day-to-day processes that demand efficiency and due diligence. The following are illustrative examples of processes managed by sales operations.

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.


Support proposal development such as RFP responses.


Training processes for sales teams such as new product training.


Developing knowledge sources such as sales manuals.

Sales Collaterals

Developing sales collaterals such as whitepapers and presentation materials.


Managing sales pipeline, contact and customer data.


Acquiring, managing and configuring sales technologies and tools such as a sales force automation platform.


Measuring the performance of the sales team.

Integrated Planning

Liaison with teams such as marketing and operations to support processes such as S&OP.


Developing sales forecasts.


Managing sales goals, targets, quotas and campaigns.

Deal Approval

A process for management and legal to review deal margins and terms.


Administering sales performance management programs, sales incentives and commissions.


Manage sales compliance policy, enforcement and reporting.
Overview: Sales Operations
The management of sales processes.
Related Concepts
Next: Sales Planning
More about sales:
Account Management
Ambiguity Effect
Bargaining Power
Bias For Action
Bliss Point
Business Relationships
Buyer Persona
Call To Action
Choice Architecture
Churn Rate
Closing Techniques
Complex Sales
Concept Selling
Conversion Rate
Curiosity Drive
Customer Lifetime Value
Customer Motivation
Customer Needs Analysis
Customer Persona
Customer Profitability
Customer Relationships
Customer Retention
Customer Satisfaction
Customer Service
Deal Desk
Decoy Effect
Default Effect
Fear Of Missing Out
Figure Of Merit
Final Offer
Hard Selling
Ideal Customer Profile
Lead Generation
Lead Qualification
Low Ball
Marketing Channels
Message Framing
Needs Identification
Negotiation Process
Nudge Theory
Objection Handling
Personal Selling
Pricing Strategy
Product Differentiation
Product Knowledge
Promotion Strategy
Sales Activities
Sales Analysis
Sales Channels
Sales Data
Sales Development
Sales Efficiency
Sales Force Automation
Sales Goals
Sales Management
Sales Metrics
Sales Model
Sales Objectives
Sales Pipeline
Sales Planning
Sales Process
Sales Quotas
Sales Risk
Sales Skills
Sales Strategy
Scarcity Marketing
Soft Selling
Solution Selling
Trade Fairs
Willingness To Pay
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An overview of sales with examples.

Customer Motivation

A list of common customer motivations.

Objections vs Excuses

How to detect the difference between customer objections and excuses.

Needs Identification

A definition of needs identification with examples.


The common types of sales prospecting.

Closing Techniques

A list of sales closing techniques.

Perceived Risk

The common types of perceived risk.

Objection Handling

The definition of objection handling.

Sales Channels

The common types of sales channel.

Sales Metrics

A list of common sales metrics.

Attach Rate

Overview of a common marketing and sales metric.

Sales Conversion Rate

The 3 types of sales conversion rate with examples.

Sales Efficiency

An overview of sales efficiency with an example.

Contribution Margin Calculation

An overview of contribution margin with example calculations.

Cost Per Lead

The formula for cost per lead with calculation examples.

Annual Contract Value

The definition of annual contract value with calculation examples.

Sales Goals

The common types of sales goal with examples.

Win Rate

The definition of win rate with calculation examples for sales proposals, sales revenue and advertising bids.

Gross Margin

An overview of gross margin with calculation examples.
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