⌖ SalesOps 90-Day Learning Path

What SalesOps means

Sales Operations is the backbone of an effective sales organization. SalesOps professionals design and optimize sales processes, administer the CRM and sales toolstack, build analytics to surface insights on pipeline and rep performance, manage territory and quota design, and implement automation that reduces administrative burden so salespeople can spend more time selling.

Who should follow this path

• CRM administrators growing into strategic sales ops roles
• Business analysts embedded in sales organizations
• Sales managers who want to operationalize their processes
• RevOps professionals with a sales-first focus
• Operations professionals entering technology sales environments

Prerequisites

• Working experience with Salesforce or another CRM
• Intermediate Excel or Google Sheets skills
• Understanding of B2B or B2C sales process fundamentals
• Basic data analysis and SQL skills
• Familiarity with sales metrics (quota, pipeline, win rate)

The 90-day plan

Daily study recommendation: 2-3 hours/day, six days a week. Consistency beats intensity — block the time in your calendar like a meeting.

Days 1–15: Foundation

• SalesOps function scope and responsibilities
• Sales process mapping: stages, exit criteria, and SLAs
• Sales metrics framework: activity, pipeline, and outcome metrics
• Quota-setting methodologies: top-down vs bottom-up
• Territory design principles and account segmentation

Outcome: Design a sales process with stage gates and a quota/territory model for a 10-rep team.

Days 16–30: Core concepts

• Salesforce CRM: object model, fields, and relationships
• Salesforce automation: workflow rules, process builder, flows
• Lead assignment rules and round-robin routing
• Opportunity management and forecasting categories
• Reports and dashboards in Salesforce

Outcome: Configure Salesforce with custom objects, routing rules, and a sales pipeline dashboard.

Days 31–45: Tools and workflows

• Sales analytics: pipeline analysis, win/loss analysis, rep performance
• Forecasting models: commit, best case, pipeline
• Sales velocity equation and optimization levers
• Activity tracking and sales engagement analytics
• Tableau or Looker dashboards for sales leadership

Outcome: Build a sales analytics suite covering pipeline health, forecast, and rep performance in Tableau.

Days 46–60: Hands-on projects

• Sales enablement operations: content management, playbooks
• Sales engagement platforms: Outreach and Salesloft configuration
• CRM data enrichment with ZoomInfo and Clearbit
• Sales compensation design and Spiff/Xactly administration
• Onboarding process design for new sales hires

Outcome: Configure a sales engagement platform and design a rep onboarding process with ramp metrics.

Days 61–75: Advanced practices

• Quote-to-cash process: CPQ (Salesforce CPQ or DealHub)
• Contract management integration with DocuSign
• Deal desk workflows for non-standard deals
• Sales stack integration: CRM + enrichment + engagement + analytics
• SLA tracking and escalation workflows

Outcome: Implement a quote-to-cash workflow from CPQ through DocuSign contract execution.

Days 76–90: Portfolio, interview & certification prep

• SalesOps portfolio project
• Preparing for Salesforce Administrator certification
• SalesOps interview questions
• Metrics: pipeline coverage, quota attainment, win rate, sales cycle length
• Emerging: AI-assisted selling, CRM copilots, predictive lead scoring

Outcome: Deliver a SalesOps implementation project and be ready for sales operations analyst interviews.

Weekly outcomes at a glance

Phase	Outcome
Days 1–15	Design a sales process with stage gates and a quota/territory model for a 10-rep team.
Days 16–30	Configure Salesforce with custom objects, routing rules, and a sales pipeline dashboard.
Days 31–45	Build a sales analytics suite covering pipeline health, forecast, and rep performance in Tableau.
Days 46–60	Configure a sales engagement platform and design a rep onboarding process with ramp metrics.
Days 61–75	Implement a quote-to-cash workflow from CPQ through DocuSign contract execution.
Days 76–90	Deliver a SalesOps implementation project and be ready for sales operations analyst interviews.

Tools to learn

• Salesforce
• Outreach
• Salesloft
• ZoomInfo
• Salesforce CPQ
• Tableau
• Clari
• DocuSign
• Looker
• Spiff
• LinkedIn Sales Navigator
• Gong

Labs to practice

• CI/CD with GitHub Actions

Mini projects

• Build a Salesforce instance with custom sales process, routing rules, and a Tableau executive dashboard
• Implement a sales velocity model tracking deal value, win rate, pipeline stages, and cycle time with weekly forecasts
• Configure an Outreach sequence library with A/B tested templates and activity analytics dashboards

Interview questions to prepare

1. How would you design a territory and quota model for a new sales team?
2. Explain the sales velocity equation and which levers you would pull to improve it.
3. How do you maintain CRM data quality when you have 50 sales reps?
4. What is the difference between a commit and a best-case forecast?
5. How would you identify the root cause of a declining win rate?
6. Describe how you would implement lead routing for a two-segment sales team.
7. What is a deal desk and when does a company need one?
8. How do you measure the ROI of a new sales tool investment?

Certification suggestions

• Salesforce Certified Administrator — Salesforce
• Salesforce Certified Sales Cloud Consultant — Salesforce
• HubSpot Sales Software Certification — HubSpot Academy
• Google Data Analytics Professional Certificate — Google / Coursera

Browse the full certification registry for exam details and official links.

Free resources

• Salesforce Trailhead (free learning)
• HubSpot Academy Sales Courses (free)
• Outreach Blog and Resources
• Clari Sales Forecasting Guide
• Gong Revenue Intelligence Blog

Related roadmaps

• Engineering Manager Roadmap

Related tool categories

• Automation Tools
• Collaboration Tools
• Workflow Orchestration Tools
• Monitoring Tools