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Sales Operations Director: Forecast, Pipeline, Quotas, CRM

Sales Operations Director: Forecast, Pipeline, Quotas, CRM

PapaHR ★ 170K students: Courses in Human Resources, HR, SHRM, AI Talent Analytics, HRMS, HRIS, CIPD, Claude, HRCI, PHR, Rewards★4.4 rating

Sales Operations Director: Forecast, Pipeline, Quotas, CRM – taught by Mike Pritula (PapaHR)
If you’re searching for a free sales operations course, a Udemy course that teaches you how to forecast, manage pipeline, set quotas, and master CRM in 2026, this training fits the bill. Updated July 2026, the program blends strategic frameworks with hands‑on templates, delivering the exact skills needed to run a B2B sales‑ops function that leaders trust. Graduates leave with a 90‑day roadmap, a complete scorecard, and a Udemy certification that validates their new expertise.

What You'll Learn

  • Build a revenue‑to‑capacity model that converts annual targets into monthly win, opportunity, and pipeline requirements.
  • Master territory and quota design so every seller understands potential, workload, and the rules that govern changes.
  • Learn how to rewrite CRM stages into a contract‑style funnel with clear entry criteria, evidence, owners, and next‑action steps.
  • Understand weekly forecast reviews driven by buyer evidence, and how to measure forecast accuracy and bias after each period.
  • Create a pipeline‑health dashboard that monitors coverage, conversion, aging, slippage, concentration, and next‑step hygiene.
  • Implement a one‑page sales performance scorecard where each metric includes a formula, owner, threshold, and management response.
  • Apply a CRM data contract and automation controls to handle exceptions, errors, and rollback scenarios.
  • Analyze weekly, monthly, and quarterly sales meetings to ensure every session ends with decisions, owners, and dates.

Course Details

  • Instructor: Mike Pritula (PapaHR) – #1 HR instructor on Udemy, 170 K+ students
  • Rating: 4.4 stars (based on student reviews)
  • Language: English (en‑US)
  • Certificate: Yes, Udemy Certificate of Completion
  • Includes: Lifetime access, mobile‑friendly videos, active Q&A support, downloadable PDFs and templates

What This Course Covers

Revenue Planning & Capacity Modeling

  • Translate annual revenue targets into required wins, opportunities, and pipeline value.
  • Calculate productive sales capacity month‑by‑month using win‑rate and average deal size.
  • Build a revenue‑to‑capacity spreadsheet that updates automatically with real data.

Territory & Quota Design

  • Design balanced sales territories that align potential with workload.
  • Draft quota rules, dispute paths, and change‑log procedures for transparent management.
  • Use the provided quota design sheet to allocate targets across regions or segments.

Funnel & CRM Stage Contracts

  • Rewrite CRM stages as contract clauses with entry criteria, exit evidence, and owners.
  • Ensure two managers place the same deal in the same stage every time.
  • Create a funnel stage contract template that works in any CRM platform.

Pipeline Health & Forecasting

  • Read pipeline health through six signals: coverage, conversion, aging, slippage, concentration, next‑step hygiene.
  • Run weekly forecast reviews based on buyer evidence, not gut feeling.
  • Measure forecast accuracy and bias after each period to continuously improve predictions.

Scorecard & Performance Management

  • Build a one‑page sales performance scorecard with formulas, owners, thresholds, and response actions.
  • Link each metric to a concrete business decision to avoid vanity reporting.
  • Use the scorecard template to drive accountability across the sales organization.

Operating Cadence & 90‑Day Roadmap

  • Redesign weekly, monthly, and quarterly sales meetings so every meeting ends with decisions, owners, and dates.
  • Assemble a 90‑day Sales Ops roadmap that outlines priorities, milestones, owners, and success signals.
  • Apply the operating cadence kit to keep the sales engine running smoothly.

Who Should Take This Course

  • Sales Operations Managers and analysts who want to own the full sales operating system.
  • Heads of Sales or B2B sales directors needing reliable forecasts and clean pipelines.
  • Sales Enablement and Sales Excellence leads tasked with fixing forecasting or CRM discipline.
  • Newly appointed Sales Operations Directors looking for a 90‑day action plan.
  • Founders and CEOs of growing B2B companies preparing to scale sales operations before hiring a team.

Prerequisites

  • No prior experience needed — this course is beginner‑friendly for anyone entering a sales‑ops role.
  • Recommended: basic familiarity with CRM terminology and elementary Excel or Google Sheets skills.

Why Enroll in This Course

The program delivers a complete, system‑wide approach to sales operations that many fragmented tutorials lack. A free coupon provides 100 % off for a limited time, making the full Udemy experience accessible without cost. Because the content is updated for 2026, you receive current best practices, AI‑enhanced tools, and real‑world templates that can be applied immediately. Compared with other sales‑ops trainings, this course combines strategic theory, practical assignments, and a ready‑to‑use 90‑day roadmap in a single package.

Course Highlights

  • Lifetime access to all video lessons, PDFs, and templates.
  • Self‑paced learning with 10 video lessons totaling over 7.5 hours.
  • Udemy Certificate of Completion to showcase your new sales‑ops expertise.
  • Practical assignments for each lesson, ensuring you apply concepts to your own organization.
  • Mobile‑friendly content that lets you study on any device, anytime.
  • Active instructor support through Q&A for personalized clarification.

Frequently Asked Questions

Q: Is this course really free?
A: Yes. By using the current free‑coupon promotion, you can enroll at no cost. The offer is time‑limited, so you should claim it soon to avoid missing the 100 % discount.

Q: What will I learn in this sales operations course?
A: You will learn to translate revenue targets into pipeline demand, design territories and quotas, create CRM stage contracts, run evidence‑based forecasts, monitor pipeline health, build a performance scorecard, and develop a 90‑day implementation roadmap.

Q: Do I get a certificate after completing this course?
A: Absolutely. Udemy provides a Certificate of Completion that you can add to your LinkedIn profile, résumé, or internal HR records to validate your new skills.

Q: Is this course suitable for beginners?
A: Yes. The material starts with foundational concepts and includes step‑by‑step templates, making it ideal for newcomers to sales operations as well as experienced professionals seeking a structured system.

Q: How long do I have to enroll for free?
A: The free‑coupon is available for a limited period, typically a few weeks. Enroll before the coupon expires to secure 100 % off the regular Udemy price.

Final Thoughts

Sales Operations Director: Forecast, Pipeline, Quotas, CRM equips sales leaders, ops managers, and founders with the exact tools to build a trustworthy forecasting engine and a disciplined pipeline. Whether you’re a beginner or an experienced analyst, the course’s practical templates and 90‑day roadmap make it a fast‑track to measurable impact. Start your free learning journey today and transform your sales operations into a high‑performing system.

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