Applied Business Science

Sales Operations

The intersection of business and technology

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Series Description

Learn the Fundamentals for Sales Operations Success Course

A 14-Week Certificate Course—Live and Online

Jan. 28 – April 30, 2020
Tuesdays and Thursdays, 5–7 p.m. (P.T.)
Live & Online

  • 11 guest speakers
  • 14 Trailhead Badges
  • Free Salesforce License
  • Real-World Project
  • Problem Solving in Virtual Teams
  • Assessments and Feedback

In this 14-week program you will practice the digital sales tools you need—territories, quotas, inventory, pricing—to grow profits. Our Sales Operation Science certificate course meets online for live instruction and discussion twice weekly for 14 weeks. You’ll explore key technologies such as customer relationship management tools (Salesforce) and data analysis to launch a comprehensive sales strategy campaign for a real company.

  • Create essential sales reports for individual sales development representatives, sales management, and the organization.
  • Evaluate data quality and address potential issues.
  • Implement a plan to expand analytics use in an organization.

This is where you learn to think like a strategist by monitoring and applying data so you can track your sales success. Throughout the program, you’ll have the opportunity to collaborate with team members on a project culminating in a final project presentation for members of the company’s management team. You should expect to spend four hours in live, online sessions per week and an additional four to six hours completing assignments and project work.

Listen in on a video message from the lead instructor.

This Sales Operations certificate course, is provided in partnership with GreenFig, a market-driven education company that delivers innovative programs to prepare learners for the demands of today's economy.


Learn more about sales and working with the data that boosts numbers!

Lead Management Fundamentals: Build a Buyer Journey Map

Wednesday, Feb. 19
5–7 p.m. (PT)
Live & Online

Lead management, a component of demand generation, is used to manage leads from the time they are generated until sales are closed and beyond. Companies with aligned sales and marketing teams generated 208% more revenue from marketing in 2018, according to MarketingProfs, which highlights the critical need to understand tactical lead management strategies. Join us for this live, instructor-led workshop and learn new lead management skills to help you measure the effectiveness of demand generation programs and sales engagement through a common set of key performance indicators.

What You’ll Learn

In this workshop you will learn what lead management is, what account managers do day-to-day, and how businesses of all sizes can benefit from effective lead management. You'll find out:

  • How to accelerate revenue through optimization of tactics that generate the highest amount of leads
  • Understand the various components & benefits of Lead Management
  • Define and map Lead Management stages to the Buyer’s Journey
  • Create a Lead Scoring model based on target personas
  • Seamlessly route and track leads through the Sales Process
  • Report on crucial Lead Management KPIs‍

Who This is For

This workshop is ideal for professionals who have one to two years' experience in sales operations. Sales development professionals who want to learn how to design sales automation solutions will also benefit from this learning experience.

Instructor: DAMARIS LASA

Damaris Lasa is a passionate leader in the digital marketing and analytics space. She uses accelerated learning techniques to help professionals gain new skills rapidly. Based in New York City, Damaris spent the last five years consulting with Fortune 500 clients designing, conducting and administering training solutions to help employees improve their analytics skills in tools like Google Analytics 360, the Google Marketing Platform and Salesforce CRM. She enjoys unpacking job functions and competencies to help learners acquire, practice and master new skills quickly.

Register Today!

Upcoming Free Live Webinars

Account-Based Marketing in 2020: 5 Things Sellers and Marketers Need to Know

Feb. 6, 2020, 10–11 a.m. PT

Account-based marketing is a cross-functional approach that unites marketing, sales and customer success teams into one team. In this sixty-minute webinar, you’ll learn the ABM framework, discover different team structures based on business goals and find out about ABM’s growing impact on revenue performance. 

Sales Operations, Revenue Operations, and Customer Success: How to Speak Sales in 2020

Feb. 13, 2020, 10–11 a.m. PT

Data-driven sales management is one of the skills companies needed most in 2019 and jobs including the word “Revenue” were among the fastest-growing job titles on LinkedIn in 2019. In this sixty-minute webinar, you’ll learn the difference between sales ops, revenue ops, and customer success, and hear about the exciting tools, trends, and opportunities in the world of sales operations.

The Rise of Revenue Operations: 5 Trends Shaping the Future of Sales, Marketing and Customer Success

Feb. 27, 2020, 10–11 a.m. PT

Operational functions are changing and companies are becoming more aligned in the age of the customer. In this sixty-minute webinar, you’ll learn how companies are implementing revenue ops and hear insights from the 2019 Sirius Decisions Revenue Operations Study. Find out why roles including the word “revenue” are among the fastest growing job titles on LinkedIn.


More details about our 14-week Sales Operation course below.

Cost: $2,200. This price includes a current discount of $550.
Required Credits: 13 CEUs
Duration: 14 weeks. Class meets live, online, Tuesdays and Thursdays, 5–7 p.m. (P.T.)


Course Units Fall Winter Spring Summer
1. Applied Business Science Courses
Sales Operations Certificate Course 13.0 CEU's

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