What does a Sales Operations Manager do?

A Sales Operations Manager is responsible for supporting the sales team through optimizing sales processes and performance and overseeing the team’s day to day operations. They typically focus on sales planning, forecasting, reporting, analytics, process improvement, and technology management.

A Sales Operations Manager also leads sales training efforts and designs sales compensation and incentive programs. They are essential in cultivating a high functioning sales team and culture of excellence within the department.

Sales Operations Manager Responsibilities

  • Collaborate with the sales leadership team on strategic planning and implementation.
  • Oversee sales forecasting efforts, including analyzing sales data to track performance and drive future initiatives.
  • Create and maintain sales reports and dashboards so that KPIs and metrics are easy for the sales team to access and understand.
  • Optimize sales processes and workflows to increase efficiency and reduce bottlenecks or gaps that lead to reduced sales or decreased customer satisfaction.
  • Develop and lead sales training efforts, staying abreast of new techniques and technologies that will improve the performance of the sales team.
  • Develop compensation and incentive programs for the sales team.
  • Oversee all technology systems for the sales team, including the CRM and any automation tools.

Sales Operations Manager Qualifications

  • Bachelor’s degree in business, operations management, or related field.
  • Demonstrated operations experience working on a sales team.
  • Tech savvy with the ability to both learn and teach new programs to others.
  • Process-oriented with an analytical mindset.
  • Ability to create dashboards and reporting systems.
  • Experience creating compensation programs.

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