# Ad Sales Operations

*/Departments/Ad_Sales_Operations*

## Neighborhood

### Related (delivered by)

- [Cross Channel Advertising Package Construction](/Processes/Cross_Channel_Advertising_Package_Construction) — delivered by · Processes
- [Schedule programs and commercial inventory](/Processes/Schedule_programs_and_commercial_inventory) — delivered by · Processes
- [Determine number of commercial units per show across all platforms](/Processes/Determine_number_of_commercial_units_per_show_across_all_platforms) — delivered by · Processes

### Processes it runs

- [Advertising Insertion Order Management](/Processes/Advertising_Insertion_Order_Management) — runs · Processes
- [Forecasting Sellable Inventory](/Processes/Forecasting_Sellable_Inventory) — runs · Processes
- [B2B Price List Management](/Processes/B2B_Price_List_Management) — runs · Processes
- [Reconcile Booked to Delivered Revenue](/Processes/Reconcile_Booked_to_Delivered_Revenue) — runs · Processes
- [Produce Sales Performance Reporting](/Processes/Produce_Sales_Performance_Reporting) — runs · Processes
- [Maintain Rate Cards and Pricing Rules](/Processes/Maintain_Rate_Cards_and_Pricing_Rules) — runs · Processes
- [Administer the Order Management System](/Processes/Administer_the_Order_Management_System) — runs · Processes

### Staff

- [Sales Operations Manager](/JobTypes/Sales_Operations_Manager) — staff · JobTypes
- [Inventory Analyst](/JobTypes/Inventory_Analyst) — staff · JobTypes
- [Sales Systems Administrator](/JobTypes/Sales_Systems_Administrator) — staff · JobTypes
- [Pricing and Yield Analyst](/JobTypes/Pricing_and_Yield_Analyst) — staff · JobTypes
- [Order Management Specialist](/JobTypes/Order_Management_Specialist) — staff · JobTypes
- [Revenue Operations Manager](/JobTypes/Revenue_Operations_Manager) — staff · JobTypes
- [Sales Operations Analyst](/JobTypes/Sales_Operations_Analyst) — staff · JobTypes

### Measured by

- [Quote Turnaround Time](/Metrics/Quote_Turnaround_Time) — measured by · Metrics
- [Order Entry Error Rate](/Metrics/Order_Entry_Error_Rate) — measured by · Metrics
- [Inventory Forecast Accuracy](/Metrics/Inventory_Forecast_Accuracy) — measured by · Metrics
- [Order Processing Cycle Time](/Metrics/Order_Processing_Cycle_Time) — measured by · Metrics
- [Forecast Accuracy](/Metrics/Forecast_Accuracy) — measured by · Metrics
- [Revenue Reconciliation Variance](/Metrics/Revenue_Reconciliation_Variance) — measured by · Metrics
- [Quote to Order Cycle Time](/Metrics/Quote_to_Order_Cycle_Time) — measured by · Metrics
- [Order Booking Accuracy](/Metrics/Order_Booking_Accuracy) — measured by · Metrics

### Part of

- [Broadcast Network](/CompanyTypes/Broadcast_Network) — part of · CompanyTypes
- [Streaming Media Company](/CompanyTypes/Streaming_Media_Company) — part of · CompanyTypes
- [Digital Media Publisher](/CompanyTypes/Digital_Media_Publisher) — part of · CompanyTypes
- [Digital Publisher](/CompanyTypes/Digital_Publisher) — part of · CompanyTypes
- [Media Company](/CompanyTypes/Media_Company) — part of · CompanyTypes

### Problems this exposes

- [variance persists because ad-ops attainment and finance's recognized-revenue close use different cutoff and credit rules](/Problems/variance_persists_because_ad-ops_attainment_and_finance's_recognized-revenue_close_use_different_cutoff_and_credit_rules) — exposes problem · Problems
- [reconciliation-variance spans multiple ad servers with no shared order key, forcing manual fuzzy-matching](/Problems/reconciliation-variance_spans_multiple_ad_servers_with_no_shared_order_key,_forcing_manual_fuzzy-matching) — exposes problem · Problems
- [quote-to-order cycle stalls on IO approval routing (credit hold, discount-tier sign-off) with no single SLA clock across ad-ops, credit, and legal](/Problems/quote-to-order_cycle_stalls_on_IO_approval_routing_(credit_hold,_discount-tier_sign-off)_with_no_single_SLA_clock_across_ad-ops,_credit,_and_legal) — exposes problem · Problems
- [booking accuracy can't catch IO line items re-keyed from signed contracts drifting from booked terms](/Problems/booking_accuracy_can't_catch_IO_line_items_re-keyed_from_signed_contracts_drifting_from_booked_terms) — exposes problem · Problems
- [booking-accuracy broken by OMS-to-ad-server entity sync splitting one advertiser's spend across phantom accounts](/Problems/booking-accuracy_broken_by_OMS-to-ad-server_entity_sync_splitting_one_advertiser's_spend_across_phantom_accounts) — exposes problem · Problems
- [forecast-accuracy degraded because approved IOs aren't gated against live inventory-avail, so over-sold flights are forecast then clawed back](/Problems/forecast-accuracy_degraded_because_approved_IOs_aren't_gated_against_live_inventory-avail,_so_over-sold_flights_are_forecast_then_clawed_back) — exposes problem · Problems
- [rep crediting/splits maintained in the comp system don't match the OMS owner-of-record, so performance reports mis-attribute booked revenue](/Problems/rep_crediting%2Fsplits_maintained_in_the_comp_system_don't_match_the_OMS_owner-of-record,_so_performance_reports_mis-attribute_booked_revenue) — exposes problem · Problems
- [ad-ops attainment reporting and finance's recognized-revenue close use different cutoff and credit rules, so comp-eligible numbers never tie to the books](/Problems/ad-ops_attainment_reporting_and_finance's_recognized-revenue_close_use_different_cutoff_and_credit_rules,_so_comp-eligible_numbers_never_tie_to_the_books) — exposes problem · Problems
- [IO approval ownership splits across ad-ops, credit, and legal with no single SLA clock, so accountability for a stalled IO is unassignable](/Problems/IO_approval_ownership_splits_across_ad-ops,_credit,_and_legal_with_no_single_SLA_clock,_so_accountability_for_a_stalled_IO_is_unassignable) — exposes problem · Problems
- [approved IOs aren't gated against live inventory-avail in the forecasting tool ad-ops owns, so over-sold flights are approved then clawed back](/Problems/approved_IOs_aren't_gated_against_live_inventory-avail_in_the_forecasting_tool_ad-ops_owns,_so_over-sold_flights_are_approved_then_clawed_back) — exposes problem · Problems
- [rate-card change requests from yield/sales lack a governed approval gate in ad-ops, so floor-price overrides ship without revenue-leadership sign-off](/Problems/rate-card_change_requests_from_yield%2Fsales_lack_a_governed_approval_gate_in_ad-ops,_so_floor-price_overrides_ship_without_revenue-leadership_sign-off) — exposes problem · Problems
- [discount-tier and rebate logic embedded in pricing rules isn't reconciled to the agency-master-agreement terms ad-ops holds, mis-applying volume breaks](/Problems/discount-tier_and_rebate_logic_embedded_in_pricing_rules_isn't_reconciled_to_the_agency-master-agreement_terms_ad-ops_holds,_mis-applying_volume_breaks) — exposes problem · Problems
- [OMS-to-ad-server entity sync (advertiser/agency/brand hierarchy) breaks dedupe, splitting one advertiser's spend across phantom accounts](/Problems/OMS-to-ad-server_entity_sync_(advertiser%2Fagency%2Fbrand_hierarchy)_breaks_dedupe,_splitting_one_advertiser's_spend_across_phantom_accounts) — exposes problem · Problems
- [OMS user-role and approval-hierarchy config drifts from the sales org chart after rep territory reshuffles, routing IOs to departed approvers](/Problems/OMS_user-role_and_approval-hierarchy_config_drifts_from_the_sales_org_chart_after_rep_territory_reshuffles,_routing_IOs_to_departed_approvers) — exposes problem · Problems
- [OMS product-catalog taxonomy owned by ad-ops conflicts with finance's GL revenue mapping, so new SKUs post to wrong revenue lines](/Problems/OMS_product-catalog_taxonomy_owned_by_ad-ops_conflicts_with_finance's_GL_revenue_mapping,_so_new_SKUs_post_to_wrong_revenue_lines) — exposes problem · Problems
- [new ad-product SKUs launch faster than the OMS catalog can be configured, so sellers book line items the ad server cannot traffic](/Problems/new_ad-product_SKUs_launch_faster_than_the_OMS_catalog_can_be_configured,_so_sellers_book_line_items_the_ad_server_cannot_traffic) — exposes problem · Problems
- [insertion-order approval routing (credit hold, discount-tier sign-off) stalls campaign go-live with no SLA visibility](/Problems/insertion-order_approval_routing_(credit_hold,_discount-tier_sign-off)_stalls_campaign_go-live_with_no_SLA_visibility) — exposes problem · Problems
- [rate-card versions across regions and quarters silently reprice on renewal, mis-quoting deals against the original signed CPM](/Problems/rate-card_versions_across_regions_and_quarters_silently_reprice_on_renewal,_mis-quoting_deals_against_the_original_signed_CPM) — exposes problem · Problems
- [booked-to-delivered reconciliation spans multiple ad servers with no shared order key, forcing manual fuzzy-matching](/Problems/booked-to-delivered_reconciliation_spans_multiple_ad_servers_with_no_shared_order_key,_forcing_manual_fuzzy-matching) — exposes problem · Problems
- [attainment and pacing reports stitched from OMS plus CRM diverge because deal-stage definitions never match between the two systems](/Problems/attainment_and_pacing_reports_stitched_from_OMS_plus_CRM_diverge_because_deal-stage_definitions_never_match_between_the_two_systems) — exposes problem · Problems
- [revenue recognition split across flight dates fights the billing system's monthly close cadence](/Problems/revenue_recognition_split_across_flight_dates_fights_the_billing_system's_monthly_close_cadence) — exposes problem · Problems
- [make-goods and under-delivery credits reconciled by hand when impressions miss flighted goals](/Problems/make-goods_and_under-delivery_credits_reconciled_by_hand_when_impressions_miss_flighted_goals) — exposes problem · Problems
- [rate-card exceptions and bespoke CPM floors buried in seller emails, invisible to yield/pacing reports](/Problems/rate-card_exceptions_and_bespoke_CPM_floors_buried_in_seller_emails,_invisible_to_yield%2Fpacing_reports) — exposes problem · Problems
- [campaign trafficking sheets mismatched against creative specs, bouncing tags back from QA](/Problems/campaign_trafficking_sheets_mismatched_against_creative_specs,_bouncing_tags_back_from_QA) — exposes problem · Problems
- [insertion-order line items re-keyed from signed contracts into the ad server, drifting from booked terms](/Problems/insertion-order_line_items_re-keyed_from_signed_contracts_into_the_ad_server,_drifting_from_booked_terms) — exposes problem · Problems
- [Insertion Order Discrepancy Reconciliation](/Problems/Insertion_Order_Discrepancy_Reconciliation) — exposes problem · Problems