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Optimize Sales Operations Now!
Earners of this Certified Sales Operations Specialist course will understand how to apply operational excellence to improve an organization’s processes, products, and services for sustained competitive advantage. They will also learn the fundamentals of operational excellence-from key concepts, tools, methodologies, implementation best sales practices, strategic planning, sales enablement, business process improvement, and business process modeling.
Duration
8 weeks
SKILL LEVEL
Intermediate
LECTURES
10 modules
Duration
8 weeks
SKILL LEVEL
Intermediate
LECTURES
10 Modules
Overview
Benefits for Corporate
Benefits for Individuals
Overview
Sales Operations Specialist Programme
Sales operations refers to the unit, role, activities and processes within a sales organization that support, enable, and drive front line sales teams to sell better, faster, and more efficiently. Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results.
Sales Ops has expanded its role to include nearly all functions that provide strategic insight needed by a sales team to achieve sustainable growth. Sales ops originally functioned as a small team of number crunchers who executed financial analyses, reporting, and sales forecasting. Sales ops emerged to improve sales performance. To achieve that, sales operations people help streamline processes to speed up the sales cycle and enable sellers to close more deals.
Benefits for Corporate
This Certification in Sales Operations will help your team to run sales operations successfully, simplify technical strategy to match sales processes and gain a clear understanding of their role in supporting the sales of company’s products and services.
Benefits for Individuals
The Sales Operations Training Course will provide learners with a comprehensive understanding of organization-wide planning, sales planning, sales forecasting, sales processes, annual sales planning, methodologies and tools.
Sales Operations Specialist Programme Details & Coursework Overview
Pillar A - Introduction to Business & Sales Operations
The objective of this part is to familiarize the learner with business management and sales operations fundamentals. This module covers the following topics:
This module will cover fundamentals of business management and operational excellence-from key concepts and tools to methodologies and implementation best practices, business process improvement, business process modeling, lean principles and shows how to eliminate variation, operationalize the voice of the customer (VOC), error-proof, build in quality at the source and the methodologies – Lean Six Sigma (DMAIC), Kaizen, Design for Six Sigma (DMADV), and value stream management (VSM), and shows how to choose the right one for your application.
This module covers sales operations, the Rise of Revenue Operations, creating and Managing Sales processes, understanding sales stages, cycles, processes and cadences, proper sales pipeline management fundamentals and how to become more skilled at organizing leads, cultivating opportunities, forecasting outcomes, closing sales and how to select the right forecasting technique, collecting data and conducting business reviews.
Pillar B - Strategic Planning
The objective of this part is to familiarize the learner with the essentials of strategic planning which includes how to create strategic initiatives, organizations core competencies and how to assess progress.
This module covers how to establish and articulate organization’s core competencies, vision, mission, strategic filters, and how all of these factors combine to create a compelling strategic plan. Plus, how to create strategic initiatives, implement your plan, and assess the progress that you’re making (or not making) towards your goals.
Pillar C - Driving Territory Management & Account Segmentation
In this part, the learner will learn the fundamentals of driving territory management, account segmentations, evaluating channels and partners models, and supporting Go-To-Market plans.
This module includes sales territory management, different types of account and engagement with account, and micro and macro analysis of the accounts.
This module will teach you how to identify, develop, and build strategic business partnerships and sustain them over time. It also covers strategies that can help experienced reps take their communication and negotiation skills to the next level.
This module covers the process of defining your business, researching the market, determining your product, sales strategy, day-to-day operations, staffing, and financial forecasting. It also shows how to create the GTM plan, and shows how to build a product strategy that’s tailored to the market and customer base you aim to reach.
Pillar D - Digital Sales & BI
In this part, the learner will learn the tactics for digital sales, AI tools and technologies, change management foundations, sales analytics, data-driven sales management and sales analytics.
This module helps learners to integrate digital techniques into their sales process to acquire more prospects, reduce lead times, nurture customers and drive revenue using sales automation techniques, technologies and tools.
This module covers sales analytics, data analytics for business professionals, data-driven sales management, and managerial accounting. The right collection, analysis and presentation of data analytics can help cut costs, speed up delivery, generate forecasts, and make better decisions.
Pillar E - Driving Forecasting Calls
In this part, the learner will learn to drive sales forecasting calls, sales process, sales stages, sales pipeline management, and business reviews.
This module covers sales operations sales pipeline management, how to select the right forecasting technique, collecting data and conducting business reviews.
Pillar F -Presentation Skills & Leading Virtual Meetings
In this part, the learner will learn the presentation skills and how to lead virtual meeting.
This module covers how to present to senior executives, teaches the anatomy of great presentations and explains how to effectively win clients over and gain their business. It also shows how to communicate more efficiently and effectively in your presentations, as well as how to hold your client’s attention. It also covers essential tips of conducting a productive meeting online, choosing the right platform, setting expectations, clarifying roles, creating a meeting agenda, and clearly mentioning the POCs.
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Assessment and Exam Matters
All students will receive a Certification of Completion by Asia Pacific Sales & Marketing Academy upon completing all online modules and passing all integrated quizzes.
For Certified Status
Students opting for Certified status will have to register at edu@apacsma.com. Our Educational Consultants will reach out to you on the process, assessment, and certification fees.
Exams will include knowledge verification assessment, capstone project &/or an assignment. Students will have to pass with 75% and above (in combined aggregate score) to be eligible for Certified status. Dual endorsed certification will be issued by Asia Pacific Sales & Marketing Academy and Institute of Sales Professionals, UK with official recognition as Certified Sales Operations Specialist (CSOS™). CSOSs can use this credential on their name card and on LinkedIn.
APACSMA will issue a digital badge and eCertificate within 2 weeks of completion. You will receive a notification from edu@badges.apacsma.com.
To help showcase your achievements, APACSMA has developed together with industry bodies and academia to provide you with unique blockchain verified credentials, a digital version of your qualifications and abilities.
Once you have accepted your badge, you can broadcast the badge directly to your social networks: LinkedIn, Twitter and Facebook; over email; embedded in a website or in your email signature.
For more details on badging click here.
Students who receive this certification are ready for the Certified Account Management Professional, Certified Inside Sales Professional and Certified Social Selling Specialist courses.
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