Sales Ops

Sales Ops is the layer around your pipeline: what you sell and for how much, who owns which accounts, what each rep is expected to bring in, and whether the numbers are heading where you need them to. It is used by sales managers and owners setting targets and reading results, and by reps producing quotes and logging calls. If CRM is the day-to-day record of your deals, Sales Ops is how you price, assign, measure, and forecast them.

What's included

Page	What it's for
Bid Board	Federal contract opportunities from SAM.gov, filtered to work you can win
Offerings	What you sell — products, services, packages, and consulting — with pricing
Quotes	Sales quotes and proposals, with line items and expiry dates
Territories	Rules that assign deals and leads to owners by region or industry
Call Logs	Call history across all CRM records, inbound and outbound
Lead Scoring	Point-based rules that decide how promising a lead is
Deal Scoring	Point-based rules scoring deals on their own fields
Sales Quotas	Per-rep targets and attainment tracked over time
Reports	Pipeline analytics, conversion metrics, and revenue forecasting
Forecast	Pipeline rolled up by close date, weighted by probability

Getting started

1. Open Offerings and select Add Offering for each product or service you sell. Give each one a Unit Price and Currency — deal line items and quotes draw from this list.
2. Go to Quotes and select New Quote to produce your first proposal against a deal.
3. Set targets on Sales Quotas with New Quota: pick the rep, the period, and the target.
4. Turn on scoring. On Lead Scoring, select Seed defaults to start from a working rule set rather than a blank page, then adjust. Do the same on Deal Scoring.
5. Check Reports once you have a few deals in flight to see Open Pipeline, Won Revenue, and Win Rate.

Quoting from your offerings

1. Open Quotes and select New Quote.
2. Link it to a deal, contact, or company — each of these is optional, so a quote can stand alone if you need it to.
3. Add line items from your Offerings list, set Valid Until, and fill in Terms.
4. Save it. The list shows Quote #, Deal, Total, Status, and Valid Until, and you can filter by status or search by quote number.

Quote expiry dates also appear on the CRM Calendar — see CRM.

Assigning work with territories

Territories route new deals and leads to the right owner automatically.

1. Open Territories and select Add Territory.
2. Give it a name and fill in its regions and Industries (comma-separated). Auto-assignment matches a record when either the region or the industry criteria hit.
3. Add the people who should own it under Assigned Users, then save.

Matching reads the country field on a lead, and the country and industry fields on a deal's linked company — keep those populated or nothing will match. New territories do not reassign existing records, so use the option to match unassigned records to apply your rules to what is already in the system.

Reading the numbers

Reports gives you the fixed views: Pipeline by Stage, Win / Loss Analysis, and Lead Conversion Funnel, each exportable with Export CSV or Export PDF. Build your own views under Custom Reports on the same page.

Forecast is the forward-looking one. Set a From and To date, choose whether to Group by week, month, or quarter, and you get Total Pipeline Value against Weighted Value — value multiplied by probability — plus a Breakdown by stage and a Breakdown by owner.

Sales Quotas connects targets to results, showing each Rep, Period, Target, Won, and Attainment. Select Refresh attainment to recalculate from current deal data and capture a snapshot — the trend chart is built from those snapshots, so it stays empty until you take the first one.

Chasing public contracts

Bid Board lists federal contract notices ingested daily from SAM.gov.

1. Open Bid Board and narrow the list using NAICS prefix and State, leave Active only on, then select Apply.
2. Review the results by Agency, Set-aside, Place, and Response deadline.
3. Select Pursue on an opportunity to add it to your pipeline, then move it through Interested, Bidding, Submitted, and Won or Lost as things progress.
4. Use Draft document to generate a starting draft — a capability statement, bid/no-bid brief, compliance matrix, or technical narrative — from your business profile.

Browsing the board is included. The pursuit tools — Pursue, Draft document, and pipeline tracking — require the Contracts add-on; without it the page shows an upsell with a View plans link.

Availability

Sales Ops is enabled by default in the agency, e-commerce, SaaS, construction, manufacturing, and general packs, and switched off by default in the professional services and nonprofit packs. That is a pack default, not a restriction — you can switch it on yourself. The module has no entitlement gating; only the Bid Board pursuit tools noted above do. See Modules, packs, and plans for how packs and entitlements differ.