7 Habits Of Highly Effective Sales Ops Managers

Published on July 9, 2023 by Sawyer Middeleer

7 Habits Of Highly Effective Sales Ops Managers

Sales operations managers play a critical role in the success of a sales team by ensuring that sales processes are efficient, aligned with the company goals, and effectively executed by the sales team. Their unique blend of strategic oversight, analytical proficiency, and practical prowess makes them catalysts for sales productivity.

To be a successful sales ops manager, there are certain habits and best practices that should be consistently cultivated. Here, we explore seven key habits of highly effective sales ops managers, each serving as a cornerstone for the efficacy not just of an individual, but the whole sales apparatus within an organization.

Habit 1: Streamlining Operations with Processes and Tools

Highly effective sales ops managers are obsessed with efficiency. They streamline sales operations by implementing processes and sales enablement tools that save time and eliminate redundancies. This involves:

  • Identifying bottlenecks in the sales process and finding ways to eliminate them.
  • Automating repetitive tasks to allow the sales team to focus on selling.
  • Choosing the right Customer Relationship Management (CRM) tools that fit the company's needs and ensuring they are properly implemented and utilized.
  • Continuously iterating on these processes based on feedback and performance data.

Habit 2: Aligning with Organizational Goals

A top-tier sales ops manager ensures that every strategy undertaken is in harmony with the broader organizational goals. This entails:

  • Communicating with leadership to understand the company's long-term strategy and translating this into actionable sales objectives.
  • Breaking down silos between departments to align efforts and promote collaboration.
  • Implementing data-driven decision-making processes that align with the company's revenue targets and market positioning.

Habit 3: Mastering Data Analysis

A great sales ops manager is also an exceptional data analyst, proficient in translating complex datasets into actionable intelligence. They:

  • Keep a steady eye on key performance indicators (KPIs) to measure the effectiveness of sales activities.
  • Use predictive analytics to forecast sales trends and help the sales team to be proactive rather than reactive.
  • Develop insightful reports that provide value and actionable recommendations rather than overwhelming the team with data.

Habit 4: Focusing on Team Enablement and Empowerment

High-performing sales ops managers see their role as enablers, working to empower the sales team. They invest in:

  • Developing comprehensive training programs that enhance the team's skills.
  • Creating a repository of up-to-date sales materials and resources.
  • Encouraging continuous learning and growth within the team through coaching and feedback.

Habit 5: Embracing and Leading Change

Change is a constant in any dynamic sales environment. Successful sales ops managers:

  • Proactively seek out and implement changes that could improve sales performance.
  • Demonstrate a forward-thinking approach by staying updated on industry trends and new technologies.
  • Lead change management initiatives, understanding the human factor in adoption and providing clear communication and support to the sales team through transitions.

Habit 6: Fostering Strong Interpersonal Relationships

Strong interpersonal relationships within the team and external stakeholders are vital for success. Highly effective sales ops managers:

  • Invest time in understanding each member's strengths, motivations, and challenges to align their effort with the company's objectives.
  • Maintain clear communication lines with all departments, especially marketing, customer success, and finance, to ensure a cohesive approach to client acquisition and retention.
  • Act as a bridge between the sales team and other departments, advocating for the needs and goals of sales while balancing organizational priorities.

Habit 7: Prioritizing Strategic Planning and Scalability

Finally, scalability is always top of mind for great sales ops managers. They:

  • Develop and maintain scalable sales processes to accommodate growth and changes in the sales team structure or size.
  • Perform regular SWOT analysis to plan for future scenarios and market conditions.
  • Keep an eye on the long-term trajectory of the team, ensuring infrastructure and processes are scalable, and can support organizational growth.

In practice, these habits manifest in ways that directly contribute to a company's bottom line. For example, by refining a sales process using these principles, a sales ops manager can reduce the time it takes to close a deal, increase the sales team's capacity to handle more leads, and provide strategic oversight that ensures the sales team's efforts are maximally productive.

Moreover, an effective sales ops manager knows that a systematic, process-driven approach does not stifle agility; rather, it provides a framework within which the sales team can flexibly respond to changing market dynamics and customer needs.

Incorporating these habits into the day-to-day management of sales operations requires a combination of hard skills like data analysis and technology proficiency, and soft skills such as leadership and communication. The end goal is to build a collaborative, high-performing sales machine that can not only meet targets but surpass them, ensure excellent customer relationships, and drive sustainable growth.

To implement these habits, sales ops managers can leverage platforms like Aomni, which provide real-time account research, competitive insights, and personalized sales content. Tailored tools like these help managers make data-driven decisions swiftly, accurately, and with minimal effort, thereby embodying the very essence of a highly effective sales operations manager.

In concluding, we can see that the habits of highly effective sales ops managers are interlinked—each one reinforcing the other to create an environment of continuous improvement, strategic foresight, and operational excellence. Establishing these habits is the secret to moving beyond just managing a sales team to truly empowering it to succeed.

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