Original price was: $25.00.$12.00Current price is: $12.00.
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Sales Operations
By: Brian Frank
Level: Intermediate
Duration: 54m 21s
Released: June 6, 2018
Description:
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
Contents:
- 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
Author:
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.
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