Defining what you need from a new sales ops hire can be an incredibly difficult process. Sales operations carries an enormous amount of impact, responsible for guiding your sales leadership to scale the business from a growing start-up and into fully established enterprise power-house. This of course is no easy task and can only be accomplished by hiring someone who specifically matches your unique needs, which can only be made possible by A) understanding what those needs are and B) articulating them within the light of sales operations.
In this article we will be focusing exclusively on how to write the perfect job description for your next sales operations hire.
Let’s start by breaking down how sales operations go about scaling your revenue growth. They do this through a trinity of 3 primary responsibilities:
It’s likely that your business will need your new hire to focus on one of these areas more than the others, which we’ll figure out next. As a word to the wise, it’s still recommended that all 3 of these areas are represented in some way in your description.
The next step is figuring out what your specific sales operations needs based on your current goals and challenges. To help you consider, think about the questions below.
Consider your answers from the perspective of a skyscraper. The base is the integrity and width of your CRM data. Your sales ops team can only function properly if the data foundation is solid. If not, you’ll need someone who can focus on establishing better CRM health as a priority. If you already feel confident in your CRM data, then your hire can be more focused on packaging the data and using it to drive sales process optimization. There are a range of pipeline management tools out there to help you get a handle on your analytics without the need to build it all from the ground via Excel, some of which are even available as a free resource.
Now that you have a good idea about what you need, you can use the below examples for each major sales operation responsibility section to help build out your description.
By now your description should be looking great and feeling like an accurate representation of your sales operation goals. Hopefully you found this article helpful. If you did, please check out the rest of our blog. It’s chalked full of resources just like this to sales leaders grow and scale their business from start up to enterprise. Good luck with the new hire!
Bookings and revenue are sometimes used interchangeably. This is not a trivial mistake to make. Conflating the two terms can give you a very wrong...
Introduction Prospect feedback interviews are an important part of an overall win/loss analysis. A study conducted in 2017 by CSO Insights shows a direct link...
If you want your sales team to get the right results, you need to solve problems that delay or curb your sales goal and conversion. But do you know what the real problems in your sales process are? Download your free eBook, which includes a list of questions, to help you identify them.