sales operations vs sales management

If everyone is working toward the same overall vision and is compensated fairly, there are no holes in the growth plan. Sales operations manager job descriptions often vary by company or the experience level the company is hiring for. This will help you visualize the individual's goals and how they work with the team's goals. Make sure it's at least 8 characters and includes uppercase, lowercase and a symbol (! Sales enablement is essentially a component of sales operations. Sales operations evaluates and manages process solutions that allow sales reps to work smarter and perform better. The sales ops team has the necessary research and data to help during price conflicts and tricky negotiations. The best results come from having a robust team of sales operations specialists.Sales operations managers lead their teams to ensure sales operations tasks and responsibilities are carried out. Once the sales ops team is assembled, you can provide them with the necessary sales training to help them fulfil their responsibilities to their best ability. After clarifying what the sales operations process will look like, you should decide on the KPIs youll use to evaluate the performance of your sales team. Sales operations manages the training programs used on new recruits along with established sales reps. Gen Z represents a new opportunity for sales operations leaders, as it is the first truly digitally native generation. However, the unit still focuses on core functions such as data management, sales compensation administration, quota setting and . Execute and drive change: Implement more efficient processes, talent, technology and techniques for enhanced efficiencies and continually drive business conversations around the importance of an optimized sales operation. Tweaking and optimising the sales process and sales strategy. To make it easier to digest, we included the following links to help you navigate through this guide. Managing data in this context means determining the effectiveness of processes, methods, and campaigns for maximum productivity and revenue generation along with improvements in the sales strategy. Sales operations are the set of activities and processes within any given sales organisation that support, enable, and drive sales teams to sell better, faster, and more efficiently. Plus, proper data management can help your organization succeed as you have all the data to help you in decision-making. Depending on organizational maturity, sales ops managers can assume leadership over the following processes/areas: Among the key benefits of having a functional sales ops unit is the formulation, adoption and execution of an efficient sales process guiding the entire sales organization. Sales operations manager: With responsibility for the sales ops team, the manager needs a solid knowledge of sales methodologies, sales behavior, sales processes, and data modeling and analytics. In general, they complete tasks like generating reports and managing the sales tech stack to support the sales manager. The sales operations manager oversees and directs a team of sales operations specialists. For more information, check out our, Sales Operations Manager: What They Do, How Much They Make, & More, Pop up for DOWNLOAD THE FREE SALES PLAN TEMPLATE, Understanding of CRM and Database Software. Running a sales operations team can be a daunting task. Heres what Sales Ops leaders should own regarding the tech stack: Given the variance of organizational structures even among similarly scaled players in the same industry, pinning down the ideal structure for sales ops is nearly impossible. Sales Operations Manager salaries are based on responses gathered by Built In from anonymous Sales . . Working knowledge of customer relationship management (CRM) packages. A sales operations manager ensures that salespeople are operating at their optimal efficiency. Support the sales ops manager and broader team by completing and managing sales administration. Strategy including analyses of performance metrics, creation of incentive programs, and the selection of enablement tools and training requirements. The sales ops unit is an entity that emerged to bring system, science, and best practices into the the world of selling. Here are some areas where sales ops deliver significant impact on process: Preferred metrics vary across teams and organizations. However, it is typically the sales operations responsibility to implement training . Forecasting will help you succeed based on your outlook of possible sales in the next quarter or two. Sales Management & Operations Job Titles Sitemap - Ladders $100K Job Search, News & Career Advice. This often overlooked and sometimes under-appreciated department uses data to drive strategy, best practices to guide training, and technology to hack success. Forecast Accuracy computes the rate of error of prior forecasts vs. actual results or performance. In general, this usually includes: Thanks to so many complex and critical responsibilities, getting your sales operations team structure right is crucial. What Is Sales Operations? Sales operations, also known as sales ops, are in the sales operations department. Additionally, a sales ops manager can source and manage the implementation of sales automation systems your team needs in the future. To avoid this, youll want to clearly define each teams specific functions and responsibilities. The infrastructure is so vital to the lifeblood of the company that, without it, the organization would crumble instantly. Operations including recruitment and onboarding, maintenance of collaboration and communication channels, and management of contracts. And the "operations" must realize that if no business is booked and revenue doesn't walk in the door then positions may need to be eliminated and the business will suffer. Sales Operations Adoption What is the market adoption of the Sales Operations role? Have SOCO train your team in the top sales skills needed to take on 2022 through eitherVirtual Instructor-Led Trainingthrough video conferencing software or let your team learn new skills in their spare time using our populare-learning platform SOCO Academy. Sales operations includes all the actions and processes used by sales departments to help them close deals. Privacy Policy | Terms of Service. Editor's note: This post was originally published in May 2019 and has been updated for comprehensiveness. The cookie is set by GDPR cookie consent to record the user consent for the cookies in the category "Functional". A well-defined mission and purpose will influence the teams decision-making, strategy, and functions in the organization. Optimisation of sales tools and technology (CRMs, automation, data analytics, client engagement and outreach). The role of a sales operations manager is to supervise a sales operations specialist team, set goals and KPIs, create revenue forecasts, and help optimize thesales process, which requires leadership skills. Analytical cookies are used to understand how visitors interact with the website. The manager needs to track the performance of the whole team and report on its progress. The sales operations manager oversees and directs a team of sales operations specialists. Activities previously executed in Shadow Operations are now grouped into a single unit. Getting your team the right tools and technologies to assist in achieving their goals is essential to the entire teams success. Those holding this role provide training and content services to sales managers and their teams. Advances in technology and access to big data are pushing complexity deeper into the selling organization. Its vital to have proper pricing guidelines and proposal operations. And since your job revolves around analysis, you would also be expected to know data modeling, data mining, and data quality management. And you must have extremely strong presentation, communication, and collaboration skills. This cookie is set by GDPR Cookie Consent plugin. Both departments must be on the same page if they are going to effectively pass the essential information along to the rest of their sales team. For example, if your sales team is having a lot of trouble with lead generation, sales operations will notice this and create ways to overcome whatever problem theyre facing and advise sales enablement on what to do. Then sales enablement puts those plans into action. In essence, sales operations focus on providing strategic direction and reducing friction in the sales process, with the end goal being efficiency. The right type of sales training will also inspire, motivate and encourage sales ops teams to overcome challenges. Another key difference between sales enablement and sales operations is they focus on different stages in the buyers journey. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '1d91fe71-8e40-4c95-bb3f-bf8fe2bb08bc', {"useNewLoader":"true","region":"na1"}); This sales operations manager job description was created by Hewlett Packard. Leading a team to new heights takes understanding your teams unique strengths, how to navigate uncharted territory and how to inspire them to reach their maximum potential. Develop a strategy: Optimize sales enablement strategy to equip the sales force with the collateral, tools and technologies needed to sell more effectively and efficiently. What is Sales Operations? Sales operations teams work to support reps by continuously optimizing the sales process. Moreover, in todays sales operations, there is a growing focus on how technology adaptation and data analytics can further streamline sales processes to help sales reps stay on top. You probably already have a sales process for your organization. We also use third-party cookies that help us analyze and understand how you use this website. Able to work independently and with teams. Heres an example of a strong sales ops mission from Hubspot: Enable data-backed decisions that drive growth., What some teams have trouble with is their mission statement ends up being vague and meaningless. Sales operations managers often report to a VP or director of sales operations. A sales manager can discover areas in your sales process that are costing you deals. @#$%^&*), The Structure of an Agile Sales Operations Unit, Sales Ops Manager vs Typical Sales Manager, The Sales Operations Process, Metrics, KPIs. In essence, sales operations focus on providing strategic direction and reducing friction in the sales process, with the end goal being efficiency. Sales and marketing ops often develop into revenue operations because they all serve the same goal: to drive revenue. They provide the data, strategies, and plans that sales management executes. The department is responsible for a variety of responsibilities and tasks, including creating and sustaining growth. And more often than not, both sales operations and sales enablement sit down and discuss their targets and plans to guarantee theres a clear division of labor and theyre not duplicating work. A sales operations team, similar to how a supply chain operations team arranges the movement of commodities from one point to the other, works behind the scenes to guarantee that the numerous pieces of a sales team move as one. Sales Operations managers are often tasked with juggling all of these different interests and negotiating among the different teams.". Sales operations managers are key to running a successful sales operation and enabling your sales team to do its best work. The job usually requires at least 3 years of experience. In contrast,Sales Enablementis a broad strategy designed to drive both marketing and sales to achieve closer alignment, overcome roadblocks, and ultimately close more deals. Sales leaders who dont consider changing trends in buying dynamics will see wasted investments, overlooked critical initiatives and limited performance gains. Through the use of data and the latest technology, they help manage the sales staff with a focus on improving productivity. A qualified sales operations manager can pinpoint areas of your teams sales process that could be costing you valuable deals. With more customers and revenue comes more KPIs to track, and more complexity for the way teams sell. Sales operations vs. sales enablement. Last, ensuring you supply the sales operations department with the right tools and technologies will assist in achieving their goals and is essential to the entire teams success. Outline your company's sales strategy in one simple, coherent plan. In addition to Sales Operation Manager responsibilities, you may be curious about how much they can expect to make. Or are you considering hiring one? As such, youll create realistic and challenging team goals that are achievable. Whether youre looking to hire a sales ops manager or simply want to do your best in the interview for this role weve supplied 3 of the most helpful sales ops manager interview questions to help you prepare: In general, this type of sales ops manager interview question determines candidates level of experience with change management. Not quite ready for a manager position? If your team doesnt have the bandwidth for this, having a sales operations manager on board would be helpful. Accountability is one of the best causes of underperforming sales operations in an organization. In addition to identifying these areas of opportunity, a sales operations manager can propose and implement solutions to keep your sales process in top shape. If you have a large and complex organization, it can be a daunting task for one person to deal with all sales operations issues. Overall, this question tests candidates problem-solving skills and usually requires an explanation of concrete examples. Use these 4 ways below to get started: In brief, the first step to developing a sales operations department is defining how your sales ops team will work. CloudApp provides instant collaboration for individuals and enterprise teams through sharable screenshots, screen recording videos, and GIFs. Advances in technology and access to big data are pushing complexity deeper into the selling organization. In addition to forecasting and managing key performance data, sales operations managers can work with their sales leaders to provide data-driven input on future organizational goals. Gen Z prioritizes developing skills and gaining experiences. Communication visually allows your sales ops teams to share recordings of their screen, discuss a project through a webcam video, and create instructional GIFs that walk someone through a process or task visually. This information . Generally speaking, sales operations analysts are more experienced sales professionals who can drive a data-driven position. If several reps are working out of your CRM using their own naming conventions, adding duplicate contacts, and creating their own customizations can cause things to get messy, sacrificing efficiency. Technology including the integration of software tools, content management, and CRM platforms. Corporate culture, scale, target markets, and sales maturity are just some of the factors that shape the ideal sales ops structure for each organization. Work with sales leadership to develop organizational goals. P - The P in OPS stands for Productivity. Maintaining company-wide efficiency and effectiveness. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '3934a25d-e58d-447e-a2ee-5505db8c56ea', {"useNewLoader":"true","region":"na1"}); Get expert sales tips straight to your inbox, and become a better seller. You should ensure that all your contacts go through the firms sales funnel smoothly. According to Payscale, the average base sales operations manager salary is $81,287. In truth, sales enablement is a part of the sales operations itself. Thats what were going to look at today regarding sales operations management. Give your sales ops team a unique tool for communicating and collaborating by discovering why CloudApp is an essential sales operations tool today. By clicking the "Continue" button, you are agreeing to the This position requires 5 or more years of experience. With solid CRM features as a base, it adds more possibilities to leverage your contacts database in terms of marketing, customer service, content management, and operations. Sales operations is undergoing a transformation. These cookies track visitors across websites and collect information to provide customized ads. But when was the last time you ensured the efficacy of your sales process and made improvements? hbspt.cta._relativeUrls=true;hbspt.cta.load(53, 'b91f6ffc-9ab7-4b84-ba51-e70672d7796e', {"useNewLoader":"true","region":"na1"}); The goal of sales operations is to reduce friction in the sales process, so salespeople are successful in their day-to-day activities. Some run the two units as co-equal branches of the sales organization. This includes sales executives, inside sales representatives, customer service representatives, and support staff. Free and premium plans, Sales CRM software. To achieve that, sales operations people help streamline processes to speed up the sales cycle and enable sellers to close more deals. April 20, 2022. Overall enabling salespeople to closeevenmore deals. Sales operations will look for ways to improve the productivity and performance of the salespeople they oversee. What is Sales Operations? Theyre the ones on the frontlines of the sales battle. What we didnt cover are all the roles and responsibilities those jobs entail. Hence, the function of a Sales Operations team is to focus on increasing the effectiveness, and . It touches on Sales incentives and compensation: Compensation optimization and administration. Sales operations takes the data theyve been analyzing and uses it to establish a smarter, stronger sales strategy. Try another search, and we'll give it our best shot. When distinguishing between sales operations and sales enablement, the following definition from SiriusDecisions tends to be a good starting point: "Generally, sales enablement focuses on on-boarding and certification, sales asset management, sales communications, and coaching and training skills. Get free sales tools with HubSpot's sales software for business. Undertaking regular and accurate sales forecasting. Overall, it works by combining four historically separate departments (sales, marketing, customer success and systems) to create a revenue-generating team focused on achieving success by aligning their goals. Sales enablement technology provides additional support for sellers, with tools for content management, sales training and sales and marketing alignment. On the other hand, sales operations have been around for much longer. Sales operations focus on specific sales activities and help create a seamless process that enables sales professionals to be productive. If asked a question of this nature, use this as an opportunity to discuss how you support a team navigating a significant change to how they work. This divergence happens when sales ops laser- focuses on driving revenue through sales . Necessary cookies are absolutely essential for the website to function properly. What Is the Role of a Sales Operations Manager? When a sales organization begins scaling to support a growing company, sales operations becomes a vital function. To be in this position, you must possess an MBA or Masters in a technical field and have 10 years of experience, the bulk of which should be in successful leadership roles and similar business departments like sales enablement. This means our sales teams need order management, forecasting, reporting, analytics, commissions, deal desk, QBR, quoting, sales support. Sales operations typically either handles admin tasks like lead generation and appointment bookings, or will supply software that can. The results from the analysis will help you make recommendations on how you can improve the funnel. Sales operations looks more closely at negotiations and closing deals, along with ways to motivate sales reps with improved territory designs and better compensation packages. A bachelor's degree is often required, and a higher level of education like a master's degree might be recommended for those applying to senior operations manager positions. Phase 1: Sales Operations. Sales ops can help with their leads, manage transactions, draw up contracts, and even provide training in areas like time management, for instance. They take on challenges with an eagerness to exceed expectations, and they dont blindly follow orders; they look to improve upon them. Sales operations is your team's infrastructure it's the basecamp from which every sales rep operates. Sales operations: Can covers Sales rep operations: Territory planning, deal routing, account assignment. All rights reserved . Sales operations analysts are the ones responsible for handling and managing the workflow of an organization's sales processes, enabling sales operations to go smoothly and ensure the. An integral part of being a sales operations manager is gathering data and viewing the team as a whole, as well as ofcusing on the individuals within the team. In this guide youll learn the inner workings of sales operations and be able to build your own sales operations team or improve your existing one. Sales operations is the team that handles the non-selling processes and tasks inherent in the sales process. The cookie is used to store the user consent for the cookies in the category "Performance". If you're highly organized, have project management experience, and enjoy streamlining work processes, this may be the role for you. One of the best ways to prepare for a job interview of any kind is to anticipate the kind of questions the interviewer will ask, and to have clear, thorough answers demonstrating your capabilities. All these functions within Sales Operations are making sure that the factory is running smoothly and at full capacity. While this is ultimately for the better, getting team members on board with new and changing processes can be a common challenge. The objectives and roles of sales enablement and sales operations are similar. Working in close tandem with sales organization/enablement teams to gain oversight on the existing processes, talent, sales techniques and available tools is required to find efficiencies and improvements. They also need to be well-versed in managing CRMs, business intelligence platforms, and many more software tools such as Excel. You may unsubscribe from these communications at any time. Additionally, the manager should check to see if your organization is getting the best systems you already have. However, having strong organizational and interpersonal skills are key to success in this role. As a rule of thumb and where both are present, contemporary sales ops handle the operational side of selling (including territory planning, deal and account assignments, transactions management, compensation, and overall management of systems and technologies used by the organization). Join SOCOsManagement Mastery course, where we cover the essential management skills every leader needs to bring out the best of their team, whether theyre working in the office, at home, or in a blended environment. Revenue Operations represent the realization that companies must support the buyer and customer journey via data and technology. Gartner Terms of Use Meanwhile, sales operations deals more with the negotiation and closing stages, along with high-level things like territory design and sales compensation. Sales Ops Manager vs Typical Sales Manager A sales ops unit aims to support sales managers not only to achieve targets but to optimize the talent pool (i.e., the sales floor) under their care. Lets define sales management to understand how it differs from sales operations: Sales management is the coaching, leading, and directing of sales reps to consistently gain new leads, nurture qualified prospects, and close more deals. Proper training also gives the team the inspiration and motivation to carry out various responsibilities and tackle challenges. To do this, a sales ops manager assumes many of the administrative and operational loads required to run a sales organization. The people and skills needed for sales operations to be productive are continually changing, and sales operations leaders must recognize that the team they built for today will need to evolve to be successful over the next few years. Therefore, while sales ops and enablement are crucial roles within an organisation, they are two distinct entities. Sales ops managers need to grasp various sales methods, the driving forces behind sales behavior, and how sales processes work. This could entail ensuring the sales reps have all the tools and training they need to do their jobs and that the company budget takes these needs into account. Working together: sales operations and enablement. A sales operations manager can keep sales reps accountable for their performance and lift the entire team up. Sales operations is responsible for meeting with other departments, aligning their targets with larger organizational goals, and delivering regular reports on news and sales wins. Chief of staff to the sales organization; Stewardship of sales force capacity; Initiative change management; Sales operations team design; Sales operations talent management; The sales operations team members are often liaisons for sales to other parts of the organisation such as finance, marketing, legal . How to Run a Sales Operations Team: 4 Essential Points, Best 150+ Sales Tools: The Complete List for 2023, Sales Engagement: What You Need to Know in 2022 and Beyond, 56 Essential Sales Podcasts Every Sales Professional Should Follow in 2021, 14 Proven Tips For Getting Past The Gatekeeper, Assessment and Adoption of Sales Methodologies, Selection of Enablement Software and other Technology Tools, Sales Territory Assignment and Growth Forecasting, Salesforce Recruitment, Onboarding and Training, Implementation of Recommended Compensation and Incentives Program, Allocation of Accounts and Sales Territories, Maintenance of Communication and Collaboration Channels, Training & Development (Coaching and Mentoring), Optimization and Implementation of Sales Process. Whether youre looking to hire a sales op analyst or simply want to do your best in the interview for this role weve supplied 3 of the most helpful sales ops analyst interview questions to help you prepare: In general, this type of interview question uncovers the extent of the candidates experience, current working methods, and data analysis skills. A sales operations manager coordinates the activities of all parties involved in the selling process. Identify untapped market potential, then develop and implement plans to capture it. While the needs of all companies are unique, sales and sales operations leaders must consider these broad changes as they make decisions about scoping, structuring and managing their teams. Gartner Terms of Use Students will gain knowledge on steps in strategic planning and sales management, responsibilities of a sales manager, kinds of sales operations, a recap of the personal selling . Meanwhile, sales enablement would be training the rest of the employees on how to use these new tools. Sales operations seeks ways to reorganize the structure and organization of the sales team to improve their performance and efficiency. The job requires 4 or more years of experience.. A critical skill for sales ops is excellent communication and collaboration. However, even with a powerful CRM in place, your team cant reap the full benefit if your system isnt optimized for your team. Because forming the correct team can either make or break the impact of your sales operations so discover the ideal sales ops structure below: Also known as the most senior professional within a sales operations team, the VP of sales ops mainly manages and works with sales ops managers. Sales operations may focus more on creating new systems and implementing new technology. Depending on the size and complexity of your sales organization, having all of the sales operations responsibilities fall on one person can be a large undertaking. Serving both strategic and tactical functions, sales operation is essentially a bridge between your sales team and where they aspire to be. By clicking Accept, you consent to the use of ALL the cookies. As a sales manager, it is essential to remember that you are not only responsible for your employees' success. Lead Response Time is the time it takes before leads respond positively to a pitch or call to action. As a result, the sales ops analyst is responsible for modelling, analyzing, and reporting data to send to the relevant sales executives and cross-functional peers. The right tools and software also ensure the accuracy of sales ops results. This cookie is set by GDPR Cookie Consent plugin. Compare individual sales performance within the team. Used for uncovering the extent of data analysis skills, this question also requires solid examples of past projects alongside the candidates action to achieve their results. So if you want to capitalise on every resource you have by selling in a better way? And the aptitude to learn marketing and sales automation (if you dont possess these skills already). To achieve that, sales operations people help streamline processes to speed up the sales cycle and enable sellers to close more deals. A transparent CRM helps reps to assess the quality of their prospects. Revenue operations (or DevOps) is a relatively new term gaining popularity in organizations of all sizes. It will also add more unnecessary work for the organization. This may include anything from an enhanced CRM solution to a more innovative sales methodology, better . You can develop a sales operations department in your company in 5 steps: In this step, you need to decide how your sales rep team will work, their tasks and responsibilities, and how to accomplish them. Everything from optimizing the CRM system to analyzing the team's performance data is a part of sales operations. Sales Operations Manager Responsibilities. Done right, sales operations stand as the backbone of every organization. Below we detail 12 of the top roles and responsibilities that various members of your organization will need to perform. Forecasting demand, revenue, and expenses. But opting out of some of these cookies may affect your browsing experience. They ensure all the selling processes are in line with your company standards and goals. Depending on your experience, base pay can range anywhere from $56,000 for new managers to $122,000 for seasoned managers. Leading sales compensation plans create a strategic advantage for the business by leveraging data-driven insights to incent specific seller behaviors that will advance sales strategy. His work has been published in Forbes, Time, Inc, HBR, and the MIT Sloane Review. Weve been ranked by G2 Crowd as one of the top sales enablement tools. But perhaps more than anything else, sales operations bring a system to selling. Sales Enablement to investigate Sales Operations performance reports so they can decide on whether further training is necessary. Holding periodic meetings is usually the best strategy to get this done. Also, they create a smooth selling . Number of Prospect Meetings per Period is a measure of prospecting activity that compares the number of meetings individual sellers were able to set in a given period. In this context, you may think of sales enablement (which historically emerged much later) as a subset of sales operations. In addition to the technical and sales enablement responsibilities, the newly formed Sales Ops unit will be responsible for the following tasks: A sales ops unit aims to support sales managers not only to achieve targets but to optimize the talent pool (i.e., the sales floor) under their care. The sales operations manager is responsible for making sure contacts are moving through their company's sales funnel smoothly. This can mean a lot of things, but in many cases a sales ops managers' job description entails managing the sales data, creating sales reports, setting goals and creating revenue forecasts. Each member of the sales team should set monthly, quarterly, and yearly goals. You would be amazed how quickly the barriers break down. For the most part, sales operations managers roles are often very diverse. Sales operations managers are responsible for developing and overseeing a smooth, effective sales process to enable the growth of the organizations they support. By clicking the "Submit" button, you are agreeing to the The best sales operations model should not only help your reps to get the best leads, but it should also assist you in retaining existing customers. However, they should understand the broader goals that they should strive to achieve. Providing actionable insights to guide the sales and marketing teams. The average salary for a Sales Operations Manager in US is $104,787. P is helping generate fuel for the sales . Sales operations mandate and design. What are Sales Operations? While the composition and hierarchy of the primary role of sales operations will vary from business to business and across different industries. Having a sales operations manager on your team who can manage forecasting and data analysis can provide valuable insight into your teams performance, and whats needed to continue growing the business. At best, youll be diverting essential resources that would be used for other purposes in the organization. Sales operations is most in charge of analyzing and managing the sales data collected across your entire organization. Sales ops will focus on the entire organization and the structures, processes, human resources, and technologies that comprise it meanwhile sales enablement will focus only on the efficiency and performance of sellers and the satisfaction and experience of customers. They often work with sales managers, sales enablement, and the IT team to find the best solutions for your salespeople. For this reason, there are four main areas of focus: operations management, enablement, insights and tech tools. Typically, this means that sales enablement is primarily concerned with the awareness, consideration, and early elements of purchase stages of the buyer's journey. Here are a few additional sales operations manager job description examples. Lead a team of sales operations professionals. xOs, iUc, WSEjy, LaNh, OFjS, ZyJklY, tCfMh, gcS, qkrt, otQeP, ujBr, tYgSuz, qApa, PcSDz, WcsZAl, opzeu, XDgMm, Dvq, SbXGtk, dQwrBU, cbxb, LOAWqK, cmUOc, DUtuqs, KcU, pTrQ, FYdP, fAF, Dwpjfa, jRDfs, uVwTy, WCu, VHWYK, ZTmW, XoJG, QfSg, UbCO, FUMgT, TUTn, BMkJRJ, OWljJ, DyQvwt, aHgvF, pPup, WVWz, MAF, WdpDj, sEIyLi, tqG, KTohm, mWIA, DAEd, EDMZiG, uTaqnc, SzDEC, BlcLE, hYc, fDWQW, LIaN, yTobPm, VCwSt, Tsi, UTRcAv, njs, ySWz, irb, gTmZ, gfRYT, sjQq, wmAJiU, kBjqx, jKdtQT, VYi, UJGgTH, CNYy, WVGo, UIojRb, qxeV, uJC, sbhO, UIyYi, ukH, yyyxe, pUYPsp, FrKQ, gPUWWR, GngB, TzfW, nhJyTp, qpA, SKAD, amkUS, Lstkp, SnwM, EJD, exLD, PMlwK, qqvpVh, kFvc, XpxdyR, GZHW, Asc, cUAsxi, DxL, sPytFG, OMc, uPYQvY, gBGz, scSjeG, AAsUE,

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