---
schema_version: "1"
id: 0cb8c9536cfa8e0e4ee98c236888216e44789b75e1ecafd2df7fe16ba8c7eae7
title: Strategizing Sales and Managing Sales Operations
collection: admin
version: current
locale: en-us
portal_url: https://docs.salesforce.com/admin/current/en-us/sales/264-0-0/sales_job_landing_strategize_and_manage_ops.md
canonical_url: https://help.salesforce.com/s/articleView?id=sales.sales_job_landing_strategize_and_manage_ops.htm&release=264.0.0&type=5
source_site: help.salesforce.com
content_type: documentation
content_hash: 5ade713c5a61e99f40b4ed57b017d9eb5cff1cfa44b351572cf3caac7d48bf53
description: Sales operations, managers, and leaders work to set sales goals, analyze open pipeline, forecast potential sales, review performance indicators, and identify areas for improvement in their company’s sales cycle. With a strong foundation and planned process, your sales organization operates efficiently and effectively to achieve your company’s sales targets.
products:
  - Sales Cloud
release: "264"
---
# Strategizing Sales and Managing Sales Operations

Sales operations, managers, and leaders work to set sales goals, analyze open pipeline, forecast potential sales, review performance indicators, and identify areas for improvement in their company’s sales cycle. With a strong foundation and planned process, your sales organization operates efficiently and effectively to achieve your company’s sales targets.

## Forecast Sales with Confidence

An accurate forecast is the view into your company’s overall sales health. Knowing what lies ahead is crucial to making business decisions and planning for the future. Using Salesforce to create and monitor pipeline and forecasts gives sales managers the tools they need to feel confident that your forecast is accurate.

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small ">
        <colgroup>
          <col style="width:50%">
          <col style="width:50%">
        </colgroup>
        <thead class="slds-text-title_caps ">
          <tr class="">
            <th scope="col" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" id="d2205e44">Key things to do</th>
            <th scope="col" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" id="d2205e47">Areas to Explore</th>
          </tr>
        </thead>
        <tbody>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2205e44 ">Create, review, and adjust forecasts from pipeline sales and consumption-based
              revenue </td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2205e47 ">
              <a href="https://help.salesforce.com/s/articleView?id=sales.forecasts3_intro.htm&amp;language=en_US" target="_blank">Sales Forecasting</a>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2205e44 ">Find trends in pipeline forecasts across forecast periods </td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2205e47 ">
              <p>
                <a href="https://help.salesforce.com/s/articleView?id=sales.forecasts3_charts_intro.htm&amp;language=en_US" target="_blank">Forecast Charts</a>
              </p>
              <p style="margin-bottom:0;">
                <a href="https://help.salesforce.com/s/articleView?id=sales.forecasts3_reports_crt_understand.htm&amp;language=en_US" target="_blank">Custom Reports
                  Types</a>
              </p>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2205e44 ">Use AI to guide your forecast </td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2205e47 ">
              <p>
                <a href="https://help.salesforce.com/s/articleView?id=sales.einstein_sales_forecasting.htm&amp;language=en_US" target="_blank">Einstein Forecasting</a>
              </p>
              <p style="margin-bottom:0;">
                <a href="https://help.salesforce.com/s/articleView?id=sales.forecasts3_forecastguidance.htm&amp;language=en_US" target="_blank">Forecast Guidance</a>
              </p>
            </td>

          </tr>

        </tbody>
      </table>

## Define Your Sales Strategy

Provide a clear roadmap for your sales team that aligns their efforts with company sales goals. With the input from sales operations, managers, and reps, a strong sales strategy helps sales leaders set a vision for their teams that accounts for segmentation, territories, and quota targets.

 
| Key things to do | Areas to Explore |
| --- | --- |
| Develop strategies that reach sales goals | [Sales Planning](https://help.salesforce.com/s/articleView?id=sales.sales_planning.htm&language=en_US) |
| Structure sales territories for the best sales coverage | [Sales Territories](https://help.salesforce.com/s/articleView?id=sales.tm2_intro.htm&language=en_US) |
| Design sales compensation plans | [Incentive Compensation Management (Salesforce Spiff](https://help.salesforce.com/s/articleView?id=sales.spiff.htm&language=en_US)) |

## Scale with Partners

Accelerate your sales growth and your reach into the market with partner channels.

<table class="slds-table slds-table_bordered slds-max-medium-table_stacked slds-m-bottom_small ">
        <colgroup>
          <col style="width:50%">
          <col style="width:50%">
        </colgroup>
        <thead class="slds-text-title_caps ">
          <tr class="">
            <th scope="col" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" id="d2205e204">Key things to do</th>
            <th scope="col" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" id="d2205e207">Areas to Explore</th>
          </tr>
        </thead>
        <tbody>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:middle;" headers="d2205e204 ">Boost partner productivity</td>

            <td data-label="Areas to Explore" class="slds-cell-wrap" rowspan="2" style="text-align:left;vertical-align:middle;" headers="d2205e207 ">
              <a href="https://help.salesforce.com/s/articleView?id=slack.salesforce_prm_parent.htm&amp;language=en_US" target="_blank">Partner Relationship
                Management</a>
            </td>

          </tr>
          <tr class="">
            <td data-label="Key things to do" class="slds-cell-wrap" style="text-align:left;vertical-align:top;" headers="d2205e204 ">Stay on top of partner channels</td>

          </tr>
        </tbody>
      </table>