The Complete RevOps Glossary

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Sales Operations (Sales Ops)

Sales operations (aka sales ops) is the function responsible for the operational aspects of sales. That includes both the systems and processes involved in running a sales department more efficiently, with the ultimate goal of making it easier for sales reps to focus on selling.

Typically, sales ops oversees the sales tech stack, including a company's CRM platform, and manages the technical and administrative components of the sales process. That can include sales engagement processes and tools, compensation structure and planning, performance reporting, territory assignment, contract lifecycle management, and much more. They work closely with their ops colleagues in RevOps and marketing ops.

For more information, watch this video we did with Jamie Edwards, Senior Manager of Sales Operations at Upwork.

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