The Science of Sales Operations

The Science of Sales Operations: Planning, Performance, and Predictable Growth By Brent W. Knapp

Are your sales teams running hard but still missing forecast? Is your organization scaling, but revenue feels increasingly unpredictable? The Science of Sales Operations is the definitive operational guide for Revenue and Sales Operations professionals who want to move from reactive execution to strategic leadership.

Written by practitioner Brent W. Knapp, this comprehensive 16-chapter textbook covers the full spectrum of modern sales operations — from foundational concepts to cutting-edge AI and future trends. Using real-world examples from companies like Salesforce, HubSpot, Datadog, Workday, Snowflake, MongoDB, and more, Knapp brings frameworks to life with the kind of applied context that textbooks rarely deliver.

What you'll learn:

• The critical difference between Sales Operations and Revenue Operations — and when each model is right for your business
• How to design and run a revenue engine from Lead to Close to Renew
• Annual planning, go-to-market strategy, and capacity modeling
• Territory design, quota setting, and compensation structures that drive the right behaviors
• Pipeline management, forecasting, and sales performance analytics
• CRM strategy, data governance, and building a best-in-class sales tech stack
• Deal desk, revenue governance, pricing, and packaging
• How to align Marketing, Sales, and Customer Success around a single source of truth
• Scaling Sales Operations with AI and preparing for the future of revenue management

Whether you're a Sales Ops analyst looking to grow your career, a RevOps leader building a scalable operating model, or a CRO wanting your team to operate with more rigor and predictability, this book provides the frameworks, vocabulary, and practical tools to elevate your function.

The Science of Sales Operations is not theory — it's a blueprint. Every chapter includes learning objectives, diagnostic frameworks, and detailed real-world case studies grounded in the operational realities of high-growth B2B companies.

ISBN: 978-0-9815764-5-9 First Edition, 2026