What Is a Sales Operations Analyst? How to Become One, Salary, Skills.

Sales operations analysts use sales data to improve the processes of the sales team. Here’s what to know about a sales operations analyst’s salary, needed skills and how to become one.

What Is a Sales Operations Analyst?

Sales operations analysts gather and analyze data to find ways for sales teams to become more productive. They then share their findings with sales operations managers and help devise ways to enhance the sales team’s performance.

What Do Sales Operations Analysts Do?

Sales operations analysts determine areas for improvement within the sales team, harnessing sales data and making informed recommendations.

Sales Operations Analyst Responsibilities

• Compile and analyze sales data, discerning sales trends. 
• Share findings with sales operations managers and sales team members. 
• Determine tasks that technology and automations can speed up. 
• Design incentives to encourage better performance from sales personnel.
• Enter and organize data in the customer relationship management (CRM) platform.

Day-to-Day Responsibilities of a Sales Operations Analyst

• Gather data and evaluate individual performances based on sales metrics.
• Meet with the sales operations manager to discuss findings and next steps. 
• Create sales reports based on data and share insights with the sales team. 
• Study market trends to determine effective sales technologies and processes.
• Review CRM and confirm customer data is up-to-date and sorted accordingly.

Sales Operations Analysts Within a Company

Sales operations analysts are at the lowest rung of the sales operations ladder, but many have previous sales experience. As a result, they may work with members in sales, marketing, accounting and other relevant departments to find ways for improving sales processes. A sales operations analyst reports to the sales operations manager.

Importance of Sales Operations Analysts

Sales operations analysts help find ways for companies to boost their sales and revenue, making them valuable contributors to a business’ financial success.

What Skills Are Needed to Be a Sales Operations Analyst?

Qualifications to Be a Sales Operations Analyst

• Proven success in a sales position. 
• Familiarity with the latest sales technologies. 
• Background that includes data analysis.  
• Understanding of sales performance metrics. 
• Ability to communicate insights verbally, visually and in writing.

Sales Operations Analyst Prerequisites

• Bachelor’s degree in business, finance, marketing or a related field. 
• Master’s degree in business administration (not required, but can accelerate career advancement). 
• Relevant certifications (not required, but helpful for career advancement). 
• At least several years of sales experience is sometimes required.

Sales Operations Analyst Hard Skills

• In-depth understanding of sales processes and workflows. 
• Research skills for analyzing market trends and sales data. 
• Ability to make sales forecasts based on performance metrics and sales data.
• Skilled in finding sales tasks that could be simplified or automated.
• Knowledge of common sales technologies and CRM platforms.

Sales Operations Analyst Soft Skills

• Analytical mindset for gleaning insights from market trends and sales data. 
• Attention to detail for locating areas of improvement within sales procedures.
• Communication skills for sharing findings and suggestions with sales personnel.
• Business savvy for realizing the financial impact of sales metrics and processes.
• Sound judgment for making accurate long-term sales projections. 

Tools and Programs Sales Operations Analysts Use

• Sales automation tools like ZoomInfo, LinkedIn Sales Navigator and Groove. 
• Sales CRMs like Salesforce, HubSpot and Microsoft Dynamics 365 Sales.  
• Customer success tools like Catalyst, Intercom and Strikedeck. 
• Sales analytics software like Zoho Analytics, Qualtrics Research Core and Sisense.
• Sales productivity tools like Dooly, DocSend and Lavender.

How to Become a Sales Operations Analyst

Sales Operations Analyst Education and Experience

Sales operations analysts often earn their bachelor’s in business, finance, marketing or a related field. Some even go on to complete a master’s in business administration to broaden their career prospects. While some sales operations analyst roles are entry-level, many analysts attain at least three years of prior sales experience. New sales professionals may begin working as an inside sales rep before gaining leadership experience as sales executives and sales managers.

Sales Operations Analyst Certificates and Courses

• Sales training programs to strengthen sales background. 
• Leadership courses to improve communication and presentation skills.
• Sales operations courses through e-learning platforms like Coursera. 
• Professional certifications like this sales management certification.

Sales Operations Analyst Career Path

Whether immediately entering sales operations or transitioning from another sales position, most sales operations analysts must excel in their roles for at least three years. High-performing sales operations analysts can earn promotions as sales operations managers and then pursue senior sales operations manager roles.

Sales Operations Analyst Salary and Job Outlook

The number of operations research analyst positions is expected to jump by 23 percent between 2021 and 2031. 

The full compensation package for a sales operations analyst depends on a variety of factors, including but not limited to the candidate’s experience and geographic location. See below for detailed information on the average sales operations analyst salary.