Hi Joe,
I’ve been considering a career in Sales Ops for a while now, and I think I’m finally ready to pursue this idea more seriously.
As someone new to the world of Sales Ops, where should I focus my attention, and what skills should I develop to set myself up for success?
Thanks,
Courageous Carl
Hey Carl, welcome to the world of Sales Ops!
I’m happy to outline some key findings I’ve picked up over the years that will help you succeed in your new role.
Let’s get right into it.
The science behind selling
I like to think of Sales Ops as the “science” behind selling.
It’s a discipline that carefully combines strategy, technology, operations, and performance to help your sales team become more efficient and effective throughout the sales process.
In Sales Ops, you’ll likely be asking (and answering) questions such as:
- Are your company’s sales tools and platforms being utilized effectively?
- Are you capturing relevant leads at the right time? Are the goals of your Sales team clearly defined?
- Are your tools and processes set up to facilitate these goals?
With a clearer picture of what Sales Ops entails, here’s what you should keep in mind as you dive into this world more deeply.
Play to your strengths
People come into their Sales Ops role in many different ways and from different professional backgrounds.
Their unique experiences and perspectives will likely dictate how they contribute to the success of the overall Sales Ops function — especially in the beginning.
For example, someone may be a successful salesperson with a deeply ingrained knowledge of a certain product and industry.
Once they join Sales Ops, they can combine their existing strategic knowledge of the industry with the technical aspects of operations to further optimize sales for their company.
Know your industry
Let’s say the previous example doesn’t really apply to you. Maybe you previously worked as an Operations Analyst, for example, and you already know a lot about sales technology and reporting – but you lack knowledge and experience when it comes to the strategic side of sales.
In this case, it’s imperative that you learn everything you can about the industry you’re in and the people you’re selling to. Gaining a holistic view of your industry will give you:
- insight into the psyche of your buyer
- credibility in your conversations with salespeople
- ability to pivot/predict changes in the industry, and
- better adaptability.
Understand your salespeople
While we’re not quite talking about Sales Enablement (you can read about the difference between Sales Ops and Sales Enablement here), it is still important for Sales Ops to understand the pains and needs of the salespeople they’re working with.
Part of your job is to reduce friction within the sales process so your salespeople can work more efficiently – doing this requires a deep and thorough understanding of their needs and how you can best address them.
Keep updated with tech
It’s important to keep an eye on the latest updates and innovations when it comes to Sales Ops tools and platforms. For instance, how AI is transforming the space.
But be cautious. While new tech is always being developed, not every tool is necessarily right for you.
When new software is released, it’s crucial to understand its use cases and evaluate whether or not it’s actually relevant to your overall sales strategy.
Buying up every new tool that comes out puts you at risk of tech bloat and tech debt – so make sure it’s a right fit before you invest.
Stay attentive and curious
I’ll leave you with this: Stay as attentive and curious as possible throughout your career in Sales Ops.
This means taking initiative when you notice opportunities or inefficiencies in the sales process and always striving to find new ways to improve and innovate.
Sales Ops and MOPs require constant optimization and those who view this space as a puzzle they’re continuously solving tend to be the most successful in the long run.
You’ve got this,
Joe.
