This course contains the use of artificial intelligence.

204 tools for a sales operations director in one course: 184 ready-to-use templates, procedures, matrices, checklists and metric sets, 10 downloadable tool files and 10 models and methods.

Open a lecture, take the tool, use it in your next forecast call.

Why sales operations becomes a report factory

A $1,000,000 target. A $25,000 average deal. A 25% win rate. That is 40 wins and 160 qualified opportunities. The only question is whether your team discovers that math in the last month of the quarter or builds it into the system on day one. In many B2B companies every manager reads the CRM stages differently, the Friday forecast rests on "I feel good about this deal", quotas are copied from last year plus a percentage, and the weekly sales meeting is an hour of status updates without a single decision.

What changes after this course

You run sales operations as one connected system. You translate the plan into deal demand and productive sales capacity. You design territories and quotas you can explain to any seller. You write funnel rules that two managers apply the same way and read pipeline health before it turns into a forecast miss. Your forecast is based on buyer evidence and measured for accuracy. Your scorecard shows only metrics that lead to a decision. And you have a plan for the first 90 days.

What is inside: 204 tools, counted lecture by lecture

You do not have to take this number on trust. Open any lecture and read its description: every tool inside is listed there by name.

• 184 ready-to-use tools inside the presentations:
• 75 templates and sample documents: funnel stage contract, forecast submission card, sales metric card, CRM data contract
• 38 step-by-step procedures and workflows: territory dispute, forecast category override, CRM duplicate prevention, meeting close-the-loop
• 31 scorecards, rubrics and matrices: forecast category evidence matrix, pipeline coverage intervention matrix, sales transformation priority grid, deal health grid
• 23 checklists: territory fairness, commit forecast evidence, forecast data hygiene, sales operations stop-doing
• 9 formulas and metric sets: pipeline health metrics, forecast management metrics, sales productive capacity metrics
• 7 question lists and scripts: sales leadership discovery interview, sales seller discovery interview
• 1 other working tool
• 10 downloadable tool files, one for every lecture: Operating System Canvas, Revenue-to-Capacity Model, Territory and Quota Design Sheet, Funnel Stage Contract, Pipeline Health Dashboard, Forecast Playbook, Sales Performance Scorecard, CRM Data and Automation Contract, Sales Operating Cadence Kit and 90-Day Sales Ops Roadmap
• 10 models and methods explained with examples, including Pipeline, Best Case and Commit forecast categories and a sales performance metric tree

Where the tools are

• The role and the operating system (15 tools).
• Sales capacity planning (10 tools).
• Territory planning and quota setting (20 tools).
• Pipeline management: funnel contract and pipeline health (2 lectures, 44 tools).
• Sales forecasting (26 tools).
• KPIs and the performance scorecard (16 tools).
• CRM data quality and automation (28 tools).
• Operating rhythm and the 90-day plan (2 lectures, 52 tools).

Who is teaching

I am Mike, the #1 HR instructor on Udemy, with 1,800,000+ course enrollments from 170,000 students, and the author of about 200 books on Amazon. I built the people system at Preply as it became a unicorn and worked at Wargaming, iDeals and Alfa-Bank across 20 years in HR. I hold PHRi, SHRM-CP and HCI sHRBP certifications and represent HRCI in Eastern Europe. I am also a founder and lead the strategy of my own academy.

I know this role from the hiring side. At iDeals, a B2B SaaS company, our head of sales opened a vacancy for a sales operations director and wanted a person only from B2B SaaS. We studied the market and found about ten such people. Very soon we had no candidates. We looked at where the sales operations directors of our competitors had come from, saw that several had come from consumer goods, and offered to test people from there with the same criteria and the same test task. The head of sales did not believe in it. Then he saw the scores and the test task and said he had not expected this. We still searched for two more months, found nobody better, made the offer, and that person worked in the company for more than three years. A clear system of criteria is what this role builds for sales.

How to use the course

Go through the ten lectures in order: each one builds a part of the system and gives you one file to fill in. It takes seven and a half hours. Section and lecture titles show how many tools are inside, and each lecture description lists them by name.

What is included

• 10 lectures across 8 sections, 7.5 hours
• 20 downloadable resources: 10 tool files and the lecture presentations
• 204 tools across the lessons, ready to copy into your own work
• Lifetime access to all materials
• Active instructor support in the Q&A section
• A Udemy Certificate of Completion

Where to start

Open the first lecture, download the Operating System Canvas and fill in what your sales operations function decides today and what it only reports. Enrol now and start your first lesson today.