Lead QualificationEvaluating and rating the quality of leads.
Sales PipelineDeveloping 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.
ProposalsSupport proposal development such as RFP responses.
TrainingTraining processes for sales teams such as new product training.
KnowledgeDeveloping knowledge sources such as sales manuals.
Sales CollateralsDeveloping sales collaterals such as whitepapers and presentation materials.
DataManaging sales pipeline, contact and customer data.
ToolsAcquiring, managing and configuring sales technologies and tools such as a sales force automation platform.
MetricsMeasuring the performance of the sales team.
Integrated PlanningLiaison with teams such as marketing and operations to support processes such as S&OP.
ForecastingDeveloping sales forecasts.
TargetsManaging sales goals, targets, quotas and campaigns.
Deal ApprovalA process for management and legal to review deal margins and terms.
CompensationAdministering sales performance management programs, sales incentives and commissions.
ComplianceManage sales compliance policy, enforcement and reporting.
|Overview: Sales Operations|
The management of sales processes.