Sales Operations Director: Forecast, Pipeline, Quotas, CRM

This course contains the use of artificial intelligence

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, Sales Ops is treated as a report factory. 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. Every month the same gaps show up again: a missed quarter nobody saw coming, territories sellers argue about, a dashboard with forty charts and no owner.

After this course you run sales operations as one connected system. You translate the revenue plan into deal demand and productive sales capacity, design territories and quotas you can explain to any seller, 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 change a decision. Your CRM data has owners, your automation has controls, and your sales meetings end with decisions, owners and dates. You finish with a 90-day plan to put all of it into your own company.

The course is built and taught by Mike Pritula:

• Founder of Pritula Academy and the person in charge of its strategy, including how the academy sells; 170,000+ students have trained there
• 20 years in HR at Wargaming, Preply and iDeals; at iDeals he hired the company's Sales Operations Director and worked with the sales team as it rolled out a CRM that prompts each seller with the next action on a deal
• PHRi, SHRM-CP and HCI sHRBP certified, HRCI representative in Eastern Europe
• #1 HR instructor on Udemy, with 2,000,000+ students on Udemy

The course follows the working cycle of a Sales Operations Director, and every artifact feeds the next lesson. First you define the mandate of the function and map your current system on one canvas. Then you turn the revenue target into a capacity model, design territories and quotas, and set funnel rules for every stage. Next you learn to read pipeline health, manage the forecast and build a sales performance scorecard. Finally you set up CRM data and automation rules, redesign your operating cadence of weekly, monthly and quarterly meetings, and assemble a 90-day Sales Ops roadmap.

Each lesson runs about 45 minutes and ends with one practical assignment on your own sales team. Examples use hypothetical B2B data in US dollars, so you can check every formula before you enter your own numbers. The rules do not depend on a specific CRM: they work in any system your team already uses.

What's included:

• Lifetime access to all materials
• Active instructor support in Q&A
• Udemy Certificate of Completion
• 10 video lessons, over 7.5 hours in total
• A practical assignment on your own company in every lesson
• A PDF slide deck for every lesson
• Ten fill-in templates: 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
• A section with additional courses, tools and resources

Every quarter without an operating system is another quarter of forecasts nobody trusts, quotas nobody believes and meetings nobody needs. The difference between a Sales Ops Manager and a Sales Operations Director is not the report you build, it is the system you own. Start building yours this week.

Enroll now and start your first lesson today.