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.
Sales Operations Job Responsibilities
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:
- CRM administration
- Sales data packaging and presentation
- Sales process optimization
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.
What YOU Need From Sales Operations
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.
- Do you consider your CURRENT sales process to be data-centered?
- Are you looking to automate a significant portion of your sales operations?
- Is your CRM particularly complicated or customized? How well is maintained?
- How complex are your data sources? How many are there?
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.
Crafting the Description
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.
CRM Administration Examples
- Build [CRM] reports and dashboards to track OKRs and accurately gauge the success of product improvements and business initiatives
- Hands-on administration for [CRM] system: ensuring data integrity, while monitoring the lead flow and compliance
- Act as the go-to [CRM] support for the sales team helping the team to understand the data in front of them, how to use the tools provided most efficiently and data management of [CRM] records
- Create and manage Salesforce functionality including (but not exclusive to) workflow rules, process builders, reporting, dashboards, object customization, page layouts, etc.
Sales Data Packaging and Presentation Examples
- Structure complex and sometimes ambiguous business issues and develop compelling insight for sales executives
- Partner with business intelligence and management to create data visualizations / models to identify trends, determine root-causes, and provide strategic insights
- Support sales team for day to day queries related to dashboard, sales tool and other consignment improvement tasks.
Sales Process Optimization Examples
- Develop and execute go-to-market strategies to drive repeatable scaling results
- Define strategic sales plans that effectively enable our sales forces to deliver on sales goals and priorities.
- Develop solutions to enhance business performance, refine sales and customer support KPI and metrics, report progress towards goals to management.
- Identify and correct inefficient workflows through process improvement techniques, working closely with operations, sales, support, finance, marketing, and others.
Out into the world
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!