A sales operations associate is an important role that supports sales teams and ensures smooth sales processes. The main responsibilities of a sales operations associate include managing sales data, monitoring metrics, optimizing systems and processes, and enabling sales reps to be more productive and efficient.
What are the day-to-day responsibilities?
Some of the common day-to-day responsibilities of a sales operations associate include:
- Maintaining and cleaning up customer relationship management (CRM) data to ensure accuracy and standardization
- Producing sales reports and dashboards to provide insights into performance, trends, and opportunities
- Conducting analysis on sales metrics like conversion rates, sales cycle length, and win/loss ratios
- Setting up and optimizing the configuration of sales technologies and tools
- Documenting sales processes and procedures to streamline operations
- Managing the pricing models and approval processes for quotes and contracts
- Assisting with the onboarding and training of new sales reps
- Responding to sales team administrative requests and questions
- Coordinating with other departments like marketing, finance, and customer success
The sales operations associate serves as a liaison between sales reps in the field and internal support teams at the company. They aim to maximize productivity and efficiency for the sales organization.
What skills are required?
To be successful as a sales operations associate, the following skills and competencies are important:
- Data and analytics skills – Being able to collect data from CRM and other systems, analyze trends, and interpret metrics is crucial in this role.
- Communication and interpersonal abilities – Sales operations associates need to communicate effectively with all levels of an organization from executives to frontline sales reps.
- Technical aptitude – Proficiency with sales technologies and platforms like Salesforce, HubSpot, and Marketo is essential.
- Project management skills – Juggling multiple competing priorities and projects is common in this role.
- Process orientation – Documenting processes, finding improvements, and implementing changes to streamline operations.
- Problem-solving – Identifying issues proactively and being able to troubleshoot them is important.
Having business acumen, attention to detail, organizational skills, and the ability to work independently are also key for sales operations associates.
What’s the difference from a sales ops manager role?
The sales operations manager is a more senior role compared to the sales operations associate. Here are some key differences:
- The sales ops manager oversees strategy while the associate focuses more on tactical execution.
- The manager leads a team of associates and coordinates workstreams while the associate performs hands-on tasks individually as assigned.
- The manager requires deeper experience and a long-term vision. The associate needs to execute based on instructions.
- The manager may represent sales ops at the executive level. The associate interacts with managers, reps, and support teams.
- The manager requires leadership abilities. For the associate role, individual contributor skills are sufficient.
In summary, the sales operations manager is responsible for broader leadership and strategy setting for the sales ops function while the associate carries out specific processes and tasks in support of the sales teams and managers day-to-day.
What are some standard tools used?
Here are some of the most common tools and systems leveraged by sales operations associates:
- CRM – Salesforce, HubSpot CRM, Zoho, Pipedrive, Microsoft Dynamics 365
- Sales engagement – Outreach, SalesLoft, Groove, Seismic
- Marketing automation – Marketo, HubSpot Marketing Hub, Pardot
- Analytics – Looker, Klipfolio, Tableau, Google Data Studio
- Proposal software – PandaDoc, DocSend, Qwilr
- eSignature – DocuSign, Adobe Sign, HelloSign
- Sales acceleration – Gong, Chorus, Highspot
- CPQ – Configure Price Quote tools like Salesforce CPQ
Having expertise in leveraging these platforms and tools for analytics, reporting, and sales operations processes is a key part of the sales ops associate role.
What are typical entry-level requirements?
Here are the typical requirements for an entry-level sales operations associate role:
- Bachelor’s degree in business administration, finance, marketing, communications, or a related field.
- 1-2 years of experience in a sales operations, sales, or customer service role.
- Proficiency with CRM platforms and sales technology tools.
- Strong analytical skills and data orientation.
- Excellent written and verbal communication skills.
- High attention to detail and organizational abilities.
- Ability to manage competing priorities and multi-task.
- Proven project management experience preferred.
Companies hiring for sales ops associates look for candidates that are able to jump into the role without too much training. Relevant experience, sales technology skills, and analytical capabilities tend to be top requirements for the position.
Years of Experience | Degree Requirement | Key Skills Needed |
---|---|---|
1-2 years | Bachelor’s degree | CRM, data analysis, communication, project management |
What training is provided?
Here are some of the training and development opportunities typically available for sales operations associates:
- Onboarding training – Orientation to the company’s sales processes, tools, and CRM system.
- Sales technology platform training – Hands-on training on utilizing tools like Salesforce, HubSpot, and Marketo.
- Sales methodology training – Education on the company’s unique sales processes and buyer’s journey.
- Soft skills training – Communications courses, leadership development, presentation skills.
- Certifications – Programs to achieve certifications in Salesforce Administrator, Marketo Engage, etc.
- Technical skills training – Workshops on Excel, business intelligence tools, SQL, etc.
- Conferences – Opportunities to attend relevant industry conferences and events.
Strong sales operations associates are committed to continuously improving their skillsets. Companies support this through formal training as well as coaching from sales operations managers.
What are 3 key performance indicators?
Here are 3 key performance indicators (KPIs) for sales operations associates:
- Sales process adherence – Percentage of sales reps consistently following defined sales workflows and processes.
- Lead response time – The speed at which new inbound leads are contacted by sales reps.
- CRM data accuracy – Measuring data hygiene in the CRM system to ensure standards.
Additional important sales operations KPIs include:
- Sales technology uptime/availability
- Number of support cases resolved
- Time to complete administrative requests
- Sales forecast accuracy
- Utilization rates for sales tools and resources
What are common career advancement opportunities?
Here are some of the most common career progressions for sales operations associates:
- Senior Sales Operations Associate – Taking on more complex projects and larger ownership of processes.
- Sales Operations Manager – Managing a team of associates and overseeing sales ops strategy.
- Sales Enablement Manager – Focusing on onboarding, training, and coaching of sales reps.
- Sales Manager – Transitioning from operations into frontline sales management.
- Marketing Operations Manager – Shift into a marketing operations role with similar skills.
- Business Systems Analyst – Move into a more technical sales systems role.
The well-rounded experience sales ops associates gain sets them up well for advancement into management and strategic leadership positions across sales, marketing, and service departments.
What are typical salary ranges?
Sales operations associate salaries can vary significantly based on factors like location, company size, and experience level. Here are some typical salary ranges:
Experience | Salary Range |
---|---|
Entry-level 1-2 years | $45,000 – $65,000 |
Mid-level 3-5 years | $65,000 – $85,000 |
Senior 5+ years | $85,000 – $110,000 |
Higher salaries are possible in major metro areas and larger companies. Commission and bonuses are generally not part of the compensation for this non-sales role.
For context, the median national salary for sales operations associates in the United States is around $60,000 according to recent data.
Factors influencing salary level
Here are some of the key factors that can impact sales operations associate pay:
- Education level
- Years of relevant work experience
- Domain expertise and specialized technical skills
- Industry – tech and software pays more than other industries
- Certifications and training
- Company size and funding stage
- Geographic location
Gaining more experience, skills, and responsibilities will enable sales operations associates to move to the higher end of the salary range over the course of their career.
Conclusion
Sales operations associates play a vital behind-the-scenes role in supporting sales teams to drive revenue growth. They manage sales systems, processes, reporting, and productivity tools. Sales ops associates require analytical abilities, technical skills, and project management competencies to be successful. With well-rounded experience, associates can advance into management roles across sales, marketing and service functions. The median salary is around $60,000, but compensation can vary significantly based on location, company, experience, and expertise.