02 — Capability · BC-430.50
Sales Operations & Enablement
Run the machinery behind selling — pipeline discipline, forecasting, compensation administration, tools, training and performance reporting — so sellers sell and the numbers hold up.
- Sales Ops
- Revenue Operations
- Sales Enablement
In scope
- Pipeline hygiene and forecast roll-up
- Administration of incentive plans against results
- Training and content that help sellers sell
- Sales performance analytics
Out of scope
- Design of compensation plans and pay levels (see BC-350)
- Paying commissions through payroll (see BC-350)
Realized by · 1
Used in · 0
- Not yet placed on a value stream.
Build it · 0
- Nothing in the library points here yet.
Decomposes into · 4
- BC-430.50.10Pipeline & Forecast ManagementKeep opportunity data current and honest, roll it into a forecast with stated confidence, and reconcile forecast to actual every period.
- BC-430.50.20Sales Compensation AdministrationApply the approved incentive plan to closed results, calculate what each seller earned, and resolve disputes with a visible rule.
- BC-430.50.30Sales EnablementEquip sellers with onboarding, product and method training, playbooks and content, timed to launches and measured by use.
- BC-430.50.40Sales Performance AnalyticsReport win rates, cycle time, deal size and attainment by seller, segment and product, and surface where the plan is off.