October 7, 2021

Written by

Collective[i] Team

  • Posted in
  • Revenue Operations

Is sales ops a good career?

The fast-paced environment of sales combined with the data-driven nature of operations makes sales ops jobs appealing for many. Sales operations and the newer revenue operations roles exists to reduce friction in the sales process, and sales ops professionals work hard to enable sellers to easily complete their day-to-day activities. This essential business function is integral to making sales departments run smoothly and efficiently.

Is sales ops a good career?

The number of sales operations professionals increased by 38% between 2018 and 2020, according to LinkedIn data. In the same timeframe, the number of sales operations professionals grew 4.8 times faster than the sales function overall. This career path provides an opportunity for people who enjoy helping others succeed and who like digging into data and numbers to find solutions and streamline processes.

What skills do you need for sales operations?

Sales operations is all about enablement, so there are many different skills that one needs to be successful in these roles. First and foremost, people skills are vital — though that’s the case for most jobs. Research conducted by Wonderlic found that 93% of employers think soft skills are either “very important” or “essential.”

Sales ops and Revops professionals should have analytical and reporting experience as well as an understanding of CRM and database software and be comfortable with sales pipeline management. Because sales operations includes oversight of the sales process, it is important to be able to oversee and analyze all the sales activities that occur.

What do sales operations managers do?

Sales operations managers are primarily responsible for overseeing the sales funnel. There are many other functions that they also cover, but their first and foremost responsibility is driving sales. Other sales and revenue operations responsibilities include:

  • Managing the sales process Many processes exist due to tradition or because “that’s the way we’ve always done it.” Part of sales operations is analyzing the existing processes and then updating and optimizing them. Instituting a periodic review of processes is another way that sales operations managers can ensure that their sellers are enabled to do their job in the best way possible.

  • Overseeing the sales tech stack By 2025, Gartner expects 80% of B2B sales interactions between suppliers and buyers to occur in digital channels. This makes it even more important for sales ops to put into place technology solutions that create streamlined, efficient processes rather than a confusing mess of applications. Sales ops managers need to find solutions such as Collective[i], a platform powered by artificial intelligence (AI) that provides end-to-end digital sales transformation. Collective[i] automates non-revenue-producing tasks, augments human judgment with AI-enhanced recommendations, and accelerates the sales cycle by providing collaboration tools, insights, sales forecasting and valuable buyer connections.

  • Strategy and goals Sales operations managers interface with sales leadership to create strategy and goals for the sales team. Due to the data-heavy nature of sales ops, data insights are a valuable tool when formulating the next best steps.

  • Sales forecasting Forecasting sales falls to sales ops, which can use it to understand the broader goals the selling team is working toward. Forecasting can be tricky, but Collective[i] takes the guesswork out with Intelligent ForecastTM. Developed by a team of leading data scientists, Intelligent ForecastTM is the first automated, daily, and adaptive forecast on the market that uses AI to remove bias, time, and human error from the sales forecasting process. Traditional signals such as stages, activity levels, and seller confidence are augmented with Collective[i]’s vast network of dynamic market data.

  • Leading the sales ops team Depending on the size of the organization, a Sales Ops or RevOps manager may be responsible for a team of sales operations analysts. These professionals help with all the data analysis needed for overseeing the sales funnel and managing the sales process.

  • CRM data management The CRM is an essential tool for sellers, and having clean, usable data is crucial. Sales operations managers are responsible for making sure that the CRM is in good working order. If this sounds like a big job, don’t worry — Collective[i] can help. Intelligent WriteBackTM automates CRM sales activity tracking and capture from any tool sellers use, eliminating the need for manual logging. It also captures data from approved non-CRM users, such as members of the legal team or a reseller, to keep customer contacts up to date. Intelligent WritebackTM cleanses and enriches CRM data and contacts and helps clients comply with data privacy regulations, such as GDPR and CCPA.

Who does sales ops report to and who reports to sales operations?

Deciding on the sales or revenue operations team structure for sales operations can be tricky. It also can be confusing to figure out who reports to sales operations. To determine what works best for a company, remember the purpose of sales ops: to oversee the sales funnel and enable the sales team. No matter what the structure looks like for an individual business, sales ops and sales teams must work in tandem to create results.

It may seem natural for the sales department to report to sales ops, but this may cause power struggles and make sales leadership feel disengaged. Some companies instead have sales ops report to marketing or sales, while others have it function as a stand-alone department that reports directly to the C-suite and interfaces with sales and marketing as needed.

Whatever structure is settled on, the truth is that all departments need the best tools to perform their jobs to the best of their ability. Get started with Collective[i] today to experience the sales transformation that comes with an AI-enhanced end-to-end digital platform.

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