Sales operations is a critical component of any highly functioning sales organization. Individuals on a sales operations team work to help you successfully execute your go-to-market strategy and, in turn, grow your business. In this course, join Brian Frank as he dives into the sales operations function and how it can help you achieve sales success. Brian explains how to build sales territories by defining and sizing your total addressable market. He shares how to develop an effective go-to-market strategy, design compensation plans, and create a sales forecast. He also covers how to invest in the professional development of your sales team, identify the most valuable prospects and customers using data analysis, and more.

Topics include:

• Building sales territories
• Developing a go-to-market strategy
• Setting sales quotas
• Working with essential sales tools
• Designing compensation plans
• Creating a sales forecast
• nvesting in sales learning
• Establishing the rules of engagement and account ownership

• Introduction
• 1. How to Build Sales Territories
• 2. Sales Compensation
• 3. Forecasting
• 4. Sales Tools and Enablement
• 5. Data and Analytics
• 6. Rules for your Sales Org
• Conclusion

Brian Frank is currently vice president of global operations at LinkedIn.

Brian has 25 years’ experience in helping build, scale, and operate the go-to-market functions for some of the world’s leading companies. Brian was brought into LinkedIn in 2008 to help build the company’s nascent subscription software business, and over 10 years helped LinkedIn go from a startup to a multibillion dollar business. In his current role at LinkedIn, Brian leads the teams responsible for making the LinkedIn sales organization more productive and successful. He also serves as an advisor to Reali, BlueJeans Network, and DocuSign.

Before LinkedIn, Brian was at Ariba (now SAP Ariba) for nine years, where he was VP and GM of contract management solutions, responsible for the overall business P&L and selling enterprise solutions. Prior to that, Brian was regional CFO and associate general counsel.

Brian holds a BA in political science, cum laude, from the University of California, San Diego. He also holds a JD from the Santa Clara University School of Law.