Sales Ops & CRM

Sales operations and CRM that reps actually use

A CRM is supposed to be the source of truth for revenue, and in many teams it is the place truth goes to die — half-filled records, duplicate contacts and activity nobody logged. Sales operations is the work of making the system easy enough that it stays accurate.

This category covers choosing and configuring a CRM, the minimum data a deal record needs, territory and lead-routing rules, sales metrics worth tracking (and the vanity ones that are not), quotas and capacity planning, and the integrations that keep email, calendar and billing in sync. It also covers rolling out process changes without a revolt from the team that has to live with them.

Practical over theoretical: field lists, report definitions and rollout checklists you can adapt.