•  Introduction to Sales Operations
  

  • Explain the value and evolution of Sales Operations
  • Define the key functions and responsibilities of Sales Operations
  • Differentiate between the Sales Operations maturity model and franchise model
  • Identify the key attributes that characterize a successful Sales Operations team and/or team members
  • Illustrate how sales strategies and sales methodologies tie together

  Playbook assignment:  Compare sales ops structures—GoDaddy and competitors

•  Introduction to Salesforce and Trailhead
  

  • Define the concept of data quality and what characterizes high data quality
  • Identify the most common data quality challenges organizations face
  • Differentiate between Salesforce's data import tools - Import Wizard and Loader
  • Explain the relationship between data quality and data management to reporting and analytics
  • Describe the value of automation for sales teams
  • Create a Salesforce Trailhead account and earn two badges (Salesforce User Basics, Trailhead Playground Management)

  Playbook assignment:  Import GoDaddy data

•  Lead Management
  

  • Explain the various components and benefits of lead management
  • Define and map lead management stages to the buyer’s journey
  • Create a lead-scoring model based on target personas
  • Describe how to seamlessly route and track leads through the sales process
  • Differentiate between lead management KPIs and how to turn a lead management strategy into action
  • Earn two badges (Customer-Centric Data Strategies, Leads & Opportuntities for Lightning Experience)

  Playbook assignment:  Build scoring criteria and value ranking for GoDaddy leads

•  Sales Performance Management
  

  • Describe how the Sales Operations function fits into a business
  • Define Sales Ops practice areas, key processes, and roles
  • Identify the basic data required for forecasting
  • Build a cadence to support enterprise sales forecasting
  • Differentiate and identify the relationship between funnel, pipeline, and forecast
  • Earn three badges (Sales Productivity, Sales Cloud Productivity Best Practices, and Sales Operations Basics)

  Playbook assignment:  Forecast Quarterly Revenue - GoDaddy grow segment

•  Strategic Sales Performance Metrics and KPIs
  

  • Differentiate between the steps of the SPM cycle
  • Describe the ROA model and its benefit in creating KPIs
  • Create a list of strategic questions to guide business decisions
  • Differentiate between the magic eight analytics that should be used for strategic management
  • Define Sales Master Data and the importance of planning for multiple dimensions
  • Earn two badges (Data Management, Reports & Dashboards for Lightning Experience

  Playbook assignment:  Create an ROA model - GoDaddy grow segment

•  Planning and Execution Frameworks
  

  • Explain the Business Model Canvas and its benefits
  • Define the key activities to perform for process improvement projects
  • Describe the business experience benefits and setup
  • Explain how to use business experiment outcomes to build a business case for change
  • Define OKRs and explain how they can be used to guide planning and execution
  • Earn two badges (Data Management, Reports & Dashboards for Lightning Experience)

  Playbook assignment:  Build a business model canvas - GoDaddy grow segment

• Sales Incentive Plans and Territory Management
  

  • Describe the role of sales compensation in the business planning process
  • Define the key terms related to sales compensation and understand how they are related
  • Explain how to develop compensation plan measures and mechanics
  • Identify common failure points of sales compensation administration
  • Learn how to use data to drive territory design
  • Earn one badge (Salesforce Maps Territory Planning)

  Playbook assignment:  Gather data insights for territory planning

• Quota Setting and Performance
  

  • Explain how to use data to set quotas
  • Differentiate between various comp plans and sales roles
  • Identify best practices for incentive plan testing
  • Describe how to sell compensation plans to the field
  • Identify best practices for compensation plans
  • Earn one badge (Sales Territories and Forecasting)

  Playbook assignment:   Create customer tiers for a pyramid analysis - GoDaddy grow segment

• Go-to-Marketing (GTM) Strategy
  

  • Define GTM strategy and the various strategy levels
  • Explain how to choose a new strategy
  • Describe how to build a pyramid analysis
  • Differentiate between Sales Training and Sales Enablement
  • Explain how to build a power message map
  • Earn one badge (Go-to-Market Planning)

  Playbook assignment:   Create customer tiers for a pyramid analysis - GoDaddy grow segment

•  Your Personal Go-to-Market (GTM) Strategy
  

  • Identify your current level of competency and explain how it relates to the evolution of Sales Operations in your organization
  • Define principles of high personal performance
  • Build and deploy an Individual Development Plan
  • Explain the important role of executive sponsors and mentors to your personal GTM strategy
  • Identify career paths within Sales Operations and resources for continued professional development

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