A sales operating system includes all of the components needed to manage and grow an effective sales organization. It is the foundation needed to scale sales.

A business strategy is essentially your strategic plan. It starts with your vision, values and mission, has a SWOT analysis, goals and tactics to achieve those goals. A good strategy also includes critical sales components like ideal customers, positioning and value proposition.  A sales strategy is a detailed plan to achieve sales goals. It broken down into clear categories and goals. An opportunity strategy is the path to closing one deal. It includes an understanding of the buying influences, their wins and the buying process.

A sales process is the path a seller follows to close a deal. It is built around the customer buying process and is designed to support the seller from prospecting to close. A good sales process includes, questions, actions, gates and collateral.