The Science of Sales Operations (Paperback)

Paperback. The Science of Sales Operations: Planning, Performance, and Predictable Growth By Brent W. KnappAre 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 businessHow to design and run a revenue engine from Lead to Close to RenewAnnual planning, go-to-market strategy, and capacity modelingTerritory design, quota setting, and compensation structures that drive the right behaviorsPipeline management, forecasting, and sales performance analyticsCRM strategy, data governance, and building a best-in-class sales tech stackDeal desk, revenue governance, pricing, and packagingHow to align Marketing, Sales, and Customer Success around a single source of truthScaling Sales Operations with AI and preparing for the future of revenue managementWhether 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 This item is printed on demand. Shipping may be from multiple locations in the US or from the UK, depending on stock availability.…