You want to be a Sales Operations expert. What are the most important skills to have?

Analyze data based on: 1. Inputs and behaviors 2. Outputs and results Then behind those metrics, define the quantitative AND qualitative analytics. Assign efficiency and quality scores that measure the volume and quality of execution. This will enable teaching and coaching reps with the right information to improve.

Mantener un constante monitoreo de la gestión de ventas e informar de manera diaria, tanto a la fuerza de ventas como a líderes del área comercial, es sin duda la combinación perfecta para incrementar las ventas desde el punto de vista de la Data.

The most important skills for a Sales Operations expert include analytical prowess, strategic thinking, technical proficiency, strong communication, process optimization abilities, project management aptitude, problem-solving skills, and adaptability.

Top RevOps players develop and design a process that optimizes firstly on the buyer’s journey, then layer in the seller’s touchpoints into it. It should be both a buying process and selling process layered in together with clear entry and exit criteria reflecting both buyer and seller alignment.

I try to keep the user experience at the forefront of my mind in managing our technology stack. The sales stack is not for accounting, its not for your CRM Admins, it's not for Marketing. They may inform it or utilize the outputs, but if your sellers aren't adopting it because the user experience is poor - there will be no meaningful outputs to get from the stack. Get user input and feedback. Study their workflow and seek to understand what the obstacles are that need to be overcome or removed; then adapt your tools (or remove or replace them) to achieve that user experience goal. You'll not eliminate 100% of the friction or complaints; but continually working to improve it will keep your users adopting it.

Es muy importante el dominio de estas herramientas, ya que su principal cliente sera el area comercial, por eso es necesario instruir para que se pueda leer o interpretar de manera correcta los indicadores que allí se transmiten.

Sales Operations is often a "jack-of-all-trades" role - Sales Enablement illustrates this well as it is often the most creative requirement compared to the more analytical nature of the other hats we wear. Network with Marketing and with Teachers or Instructional Designers to pick up some best practices here. I also recommend developing an understanding of learning styles and ways to cater to the different ways people learn. Personally - I try to focus on making content that is as "evergreen" as possible; meaning it can be referenced for as long a period after it is created as can be achieved. Keeping relevant content and documentation at your sellers fingertips is a key element in scaling your operations.

Sin duda que el trabajo en equipo es lo más importante acá, claro está, se deberá instruir a la fuerza de ventas en el correcto manejo de la información, ya que ellos son los creadores de la misma a través de su gestión, es por eso que se deberá mantener una constante de entrenamiento y de educación sobre las tendencias de ventas y las herramientas que nos ayudan a su i interpretación.

Es importante mantener actualizada la fuerza de ventas sobre los cambios en los procesos administrativos que involucran a la organización, ya que esto redundara en beneficios a corto plazo en los procesos en los que se ve envuelta.

Building a great culture with an empowered team is imperative. A sales leader is a coach, a mentor and a supporter. They need to juggle their relationship with their team and who they report to/the business they work in. Building trust is the basis to a good relationship but needed when feedback is given. It also leads to open 2 way feedback and respect. A great leader understands that praise and feedback are necessary for growth and they make it part of their daily communication. When culture is great, the team support each other and their leader. As the saying goes - if you look after your team they will look after your business.

Sales operations experts should act as proactive partners, dedicated to enabling sales teams to perform at their best. To truly support and influence the sales culture, they must go beyond data and processes by regularly engaging with sales reps in the field, participating in client visits, and understanding the real challenges they face. Sales operations should focus on serving the team — providing the right tools, removing obstacles, and responding to their needs. By being present and actively listening, they can better align their support with the sales team’s actual demands, fostering trust, respect, and a collaborative, high-performance culture.

Say yes to everything. You will learn the most. You'll be the generalist king. Then you can go deep in what interests you the most. And if it all interests you, you'll be able to go wide and deep into everything RevOps.

Expertise in the Top of Funnel (Marketing) and Post-Funnel (Customer Success) are imperative to effectiveness in the role and becoming a well-rounded RevOps leader. So often there is too narrow a focus on just the mid/bottom of funnel process with deal management but not enough of a holistic approach in the entire GTM process. Invest the time to understand the whole GTM engine. The job effectiveness in the role will compound exponentially.