What Does a Sales Operations Manager Do? (Plus Salary)

A sales operations manager is a professional who supports a companys sales and marketing teams by optimizing a tool often collectively known as Customer Relationship Management (CRM). Sales operations managers must serve as a liaison between the teams and the upper management while training staff members on new technology and software. They create reports that are used by salespeople and sales managers to help them in sales decision making. They also determine customer outreach methods with the marketing team.

Sales operations managers are responsible for developing and overseeing a smooth, effective sales process to enable the growth of the organizations they support. In other words, sales operations managers and their teams take care of everything reps need to have in place to support their ability to sell.


What does a sales operations manager do?

Apart from overseeing a sales team, sales operations managers perform a variety of other duties. Many of these duties focus on keeping sales performance high. They also aim to make the sales process easy for both salespeople and prospects. Here are some of the common duties for this role:

What is a sales operations manager?

A sales operations manager helps define the strategy and operations of a companys sales team. They ensure the team runs efficiently and productively. Sales operations mangers help train and onboard new sales team members and make data-driven recommendations to improve the sales funnel. While a sales manager supervises sales representatives and guides their interactions with prospective customers, sales operations managers ensure the teams operational activities run efficiently.

Career track for sales operations managers

Sales operations managers often start as sales representatives and continue advancing until they become sales operations managers. Once you become a sales operations manager, you can work at the operations management level or continue progressing in your career. If you continue progressing, you can eventually become a vice president of sales operations or attain a sales operations director position.

Education requirements for sales operations managers

Sales operations managers typically have a bachelors degree in a relevant field such as business, technology or marketing. Many even choose to advance their education with a masters degree, especially if they want to pursue an upper sales management position in the future. For example, a masters degree can make it easier for you to pursue a senior operations manager position later on in your career. Apart from a strong education, its also important to have previous managerial experience. In addition, employers seek candidates with sales and business process knowledge, along with a background in sales, finance or operations.

If you want to become a sales operations manager, participate in any of your companys training programs. You can also look for mentorship opportunities to help you gain more knowledge in this field. Make sure to learn about sales forecasting, processing and CRMs to give you a better chance of impressing hiring managers and securing employment.

Skills for sales operations managers

Sales operations managers refine and implement sales processes using a variety of skills. While it helps to have certain soft skills, its also important to have technical skills that specifically relate to the job. Here are the common skills for sales operations managers:

Work environment for sales operations managers

Sales operations managers may find jobs with a variety of employers and industries. For example, they may work for a retail or wholesale trade, manufacturing or finance company. Typically, you can find them working for a large or small company that wants to scale quickly. They often have full-time schedules.


What is the difference between sales manager and operations manager?

What are the roles of sales operations? Sales operations teams accomplish their goals through a variety of roles and functions including strategy, data analysis, hiring and training, forecasting, territory design, and sales process optimization.

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