Sales Operations (Sales Ops) is The function responsible for optimizing sales team efficiency through CRM management, territory design, quota setting, forecasting, and sales process design.
Sales Operations focuses on making the sales team more productive and predictable. The function typically owns CRM configuration, pipeline management, territory assignment, compensation plan administration, and sales analytics.
Core Sales Ops Functions
CRM administration: Pipeline stages, validation rules, workflow automation, data hygiene
Territory and quota: Geographic/segment/named account territories, quota modeling, annual realignment
What's the difference between Sales Ops and RevOps?
Sales Ops focuses on the sales team. RevOps expands that scope to include Marketing Ops and CS Ops under a unified function. See our full breakdown.
What does a Sales Ops Manager do?
A Sales Ops Manager typically owns CRM administration, pipeline reporting, territory management, and sales process optimization for the sales organization.
