Main Responsibilities and Required Skills for Sales Operations Analyst
A Sales Operations Analyst is a professional who conducts sales productivity analysis and provide actionable recommendations. They analyze sales data and communicate monthly sales progress against major key performance indicators (KPIs). In this blog post we describe the primary responsibilities and the most in-demand hard and soft skills for Sales Operations Analysts.
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Main Responsibilities of Sales Operations Analyst
The following list describes the typical responsibilities of a Sales Operations Analyst:
Analyze
Analyze and communicate monthly sales progress against major KPIs.
Analyze and update market figures for customer segments and target groups.
Analyze existing processes, recommend improvements, and implement innovative.
Analyze sales data to identify actionable insights for the growth team.
Apply
Apply technical knowledge to solve problems.
Assess
Assess and design efficient internal processes that will help our teams scale.
Assess and reconcile sales data systems to ensure ongoing data accuracy.
Assist in / Assist with
Assist Brand Managers in setting up new items and compliance.
Assist in managing compliance program and sales operations help desk.
Assist in managing territory and account assignments, which can include modifying data in Salesforce.
Assist in testing new Salesforce functionality.
Assist in the management, administration and calculation of the sales commission plans.
Assist in the management, administration, and calculation of the sales commission plans.
Assist in training of new users, and grow the Salesforce.com skill set across the organization.
Assist sales leaders with pipeline and opportunity inspection.
Assist sales team in compliance with sales processes and policy execution.
Assist the definition of project scope, estimates and detailed work plans.
Assist VP of Sales with forecasts, executive presentations, and board reporting.
Assist with administering sales suite systems, including SFDC and Anaplan.
Assist with administration of the quarterly variable sales compensation cycle.
Assist with annual review of compensation plans.
Assist with sales planning and forecasting processes.
Assist with special projects as requested.
Audit
Audit the user data for correctness to plan.
Build
Build and maintain accurate data spreadsheets within Google Sheets for reporting and analysis.
Build process documentation across all Sales team workflows.
Build & run Quarterly Business Reviews, as well as conduct periodic cost-of-sale analysis.
Build sales team weekly meeting structure and execute follow up.
Build weekly Monday Operations meeting agenda.
Calculate
Calculate compensation and communicate to HR / Finance Team.
Challenge
Challenge results and manage the approval process with the Team Leads.
Check
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Collaborate with
Collaborate in ad-hoc business & sales projects.
Collaborate with business partners to translate business questions into verifiable hypotheses.
Collaborate with other organizations on an as needed basis (i.e. Global Ops, HR, Finance, etc.).
Collect
Collect, analyze, evaluate and report data to track plan performance and metrics.
Communicate
Communicate final numbers to national departments for payment calculations.
Communicate program rules relating to national incentive compensation programs for DOM, FOM and AGM.
Complete
Complete appropriate sales role assignment within established Service Level Agreement (SLA).
Conduct
Conduct analyses and provide reports as required from Sales, Marketing, Operations, and Finance.
Conduct sales productivity analysis and provide actionable recommendations to sales leadership.
Conduct special projects and ad-hoc reporting and analysis for regional and national management.
Construct
Construct lead / funnel analysis to drive a more efficient and predictable sales cycle.
Contribute to
Contribute ideas and innovations to improve upon existing systems, work processes, and procedures.
Coordinate with
Coordinate New Hire Training with HR in MA & with NY Office Staff.
Coordinate with national Sales Operations on final payments and notifies participants of results.
Create
Create and actively monitor reports for managing SLA's between company and out-sourcing teams.
Create and deliver C-level forecasting, pipeline, sales, and KPI reports as required by the business.
Create and maintain documentation on sales processes, policies and assist with onboarding of talent.
Create and maintains all documentation related to CRM maintenance process (SOPs).
Create detailed business analysis, outlining problems, opportunities, and solutions.
Create & maintain complex formula fields and validation rules.
Create & maintain complex workflow rules and process builder flows.
Create new pricing communication / enablement support.
Create operational excellence through best practice sharing and process consistency across all users.
Define
Define and drive critical initiatives passionate about improving business performance.
Develop
Develop, analyze and track monthly scorecard metrics and key performance indicators.
Develop and automate reports in Excel, cleansing the data from multiple sources.
Develop and maintain sales team resources as needed.
Develop and Measure Relevant KPIs and OKRs - Track, refine and manage NA Sales OKR process.
Develop and publish weekly and monthly sales reporting to highlight KPIs and performance trends.
Develop and refine meaningful, actionable KPIs for diverse business units.
Develop PowerPoint presentations based on needs of the sales organization and senior leadership.
Drive
Drive collaboration across different functions and departments.
Drive collaboration across different teams and departments.
Drive internal improvements and efficiencies within the Sales Operations team.
Drive regional adoption of reports and dashboards defined by Global Sales Operations.
Drive results with limited supervision.
Drive strategic planning process with the regional sales leadership team.
Ensure
Ensure adherence to our quote to contract processes & policies for our sales team.
Ensure all operations are carried on in an appropriate, cost-effective way.
Ensure compliance with Data, Process and Regulatory requirements.
Ensure compliance with the internal policies and business rules.
Ensure proper completion of contracts, marketing agreements, and documentation of sales targets.
Ensure sales data is accurate and compliant as a co-owner of our sales data.
Ensure that MDF projects are being accepted and claimed against by partners in a timely manner.
Evaluate
Evaluate data, isolate trends or anomalies to improve current sales conditions.
Facilitate
Facilitate action-oriented discussions around pipeline management.
Find
Find ways to increase quality of customer service.
Follow
Follow documented processes to ensure that our everyday vendor operations continue to run smoothly.
Generate
Generate ad hoc reporting for sales management.
Handle
Handle projects of small to moderate scope and small to moderate complexity with minimal supervision.
Help
Help establish the key success metrics and goals for your applications.
Help manage the Deal Desk process.
Help troubleshoot and resolve sales and operational issues.
Help with Board reporting and ensuring the accuracy of numbers / metrics reported.
Highlight
Highlight and discuss such business insight with the team.
Identify
Identify and review opportunities for continuous improvement with the management team.
Identify areas of opportunities for continuous improvements.
Identify and communicate supply / shipping issues that may impact planned business, in dates.
Identify and recommend changes to deal structures in response to observed behavior in the field.
Identify and report issues affecting performance and quality of existing processes.
Identify areas to improve processes, data quality, and system serviceability.
Identify, document, communicate and enforce standard business processes as they relate to Salesforce.
Identify, investigate, understand and explain trends found in any reporting.
Identify, lead, and coordinate execution of advanced technical, adaptive, or strategic.
Identify opportunities to improve process, efficiency, profitability, and productivity.
Identify performance improvement and operational excellence opportunities.
Identify process inefficiencies, implement solutions and track progress against end goal.
Identify trends in key sales performance metrics.
Identify, validate, and execute opportunities for sales performance improvements.
Implement
Implement best practices with regards to data integrity.
Implement solutions to enhance and smoothen processes.
Improve
Improve operational management systems, processes and best practices.
Keep
Keep up to date with Salesforce release cycles, suggesting those that can benefit our business.
Lead
Lead action items in the plan.
Lead, influence, and champion best processes and behaviors to reinforce.
Lead monthly and quarterly business reviews for the Surgical Valve and Structural Intervention teams.
Lead the MDF rebate program for North America / Latin America (NALA).
Lead the processing of Advisor Workstation opportunities on the Salesforce platform.
Learn
Learn how to create, manage and optimize sales territories and account segmentation.
Liaise with
Liaise with Outsourcing and Advisory teams on various sales operations and enablement efforts.
Look
Look for ways to support growth and make recommendations to management.
Look to use sales MI and tools to identify patterns that continue to management interventions.
Maintain
Maintain and designs accurate returns policies for manufacturer products.
Maintain knowledge of Abbott's medical technology products.
Maintain knowledge of industry and competitive compensation trends.
Maintain positive vendor, partner, and customer relations.
Maintain quota data with updates on new hires, transfers and promotions.
Maintain sales data quality in Salesforce.com.
Make
Make consumption of reports.
Make consumption of reports accessible and relevant for senior leaders.
Make recommendations to improve operational processes and systems.
Manage
Manage and grow our most important customer relationships.
Manage budgets and forecasts.
Manage efforts to clean up and improve data across systems.
Manage marketing automation systems.
Manage the relationship with credentialing and training vendors.
Measure
Measure sales & team KPIs from Salesforce.
Mentor
Mentor teammates and help develop peers.
Monitor
Monitor process improvement projects, assess effectiveness and communicate progress to stakeholders.
Own
Own the forecasting process for your respective regions and provide readouts to business partners.
Participate in
Participate in key operational process improvement projects.
Participate in recruiting and hiring bar-raising talent across all functions of the business.
Participate in the Salesforce approval workflow in the submission to gatekeeper role.
Perform
Perform administrative tasks as needed.
Perform a multitude of data analysis and entry tasks based around the sales process.
Perform any additional duties as needed.
Perform cadenced data clean-up exercises for account, opportunity and order attributes.
Perform data entry or data clean-up in sales and marketing systems.
Perform other duties as assigned.
Perform other related duties and responsibilities, on occasion, as assigned by manager.
Perform sales forecasts analysis and identifies any gaps against budgets.
Perform SFDC and CPQ administration and updates based on needs of the business.
Prepare
Prepare all necessary metrics to support client business reviews and other meetings.
Prepare and distribute weekly reports on Ad Sales & Real Estate Sales team attainment.
Prepare and presents market share analysis and findings.
Present
Present a positive manner with internal customers & stakeholders.
Present results and action plans to clients.
Process
Process corrections and adjustments as needed.
Process manual adjustments, as required, for sales commission calculations.
Produce
Produce and automate weekly, monthly and quarterly reporting as the need arises.
Provide
Provide all analysis to be used in regular sales team and senior management reviews.
Provide analyses on sales funnel to find bottlenecks in process and increase funnel velocity.
Provide analytical insight in appropriate format.
Provide analytical thought leadership and provide solutions formulated on data.
Provide areas of improvement.
Provide data analysis to support go-to-market strategy & coverage.
Provide deal structure guidance to field sales.
Provide expert guidance and troubleshoot errors and issues with sales representatives.
Provide on-site support ensuring stability of existing products and adoption of technology solutions.
Provide Pre-Planner update and distribute to Sales Reps.
Provide sales analysis reports to senior management on client usage and sales performance.
Provide Salesforce.com and Tableau training support across our global sales organization.
Provide subject matter expertise and serve as market expert regarding specific compensation issues.
Provide support to and address basic sales compensation queries.
Provide the highest quality of customer support to the sales reps.
Provide user support to field sales on all CRM functions.
Provide weekly, monthly and quarterly performance updates to worldwide leadership.
Query
Query, transform, visualize and analyze data on the go to address ad-hoc requests.
Recommend
Recommend improvements of analytics toolset and operations / revenue management reporting process.
Recommend revisions and assist in the development of new reporting tools as needed.
Report
Report on sales metrics and suggest improvements.
Represent
Represent the Sales Operations function in internal and external team meetings.
Research
Research effective sales strategies and seek to integrate them with the business atmosphere.
Retrieve
Retrieve and analyze data using Excel, Salesforce.com and other data management / BI Systems.
Review
Review and prepares payout documentation.
Review and provide updates to company policies and procedures.
Review billings to ensure proper vendor charges related to training events.
Review sales support delivery model & optimize support & cost model for transactional activity.
Simplify
Simplify and optimize reports or related infrastructure.
Supplier
Supplier billbacks, sample tracking.
Support
Support identification of key accounts, heat maps, and sales opportunities to drive revenue.
Support ongoing analysis of business performance.
Support sales by enabling access to systems functionality for daily operations.
Support Sales Enablement in organizing trainings, onboarding meetings, and content.
Support senior executives, sales operations and the sales organizations.
Support the forecasting process, including analysis of changes and position / - against YTD quota.
Support WW Digital Workspace Product Business Planning.
Take
Take responsibility for mistakes, makes corrections.Track
Track monthly performance of the different teams involved in the Sales cycle.
Track and communicate progress to motivate and inform participants.
Track payments to budget and tracks all program criteria to ensure appropriate use of the program.
Track promotion, communication and implementation of programs.
Track sales-related information including retail sales and wholesale assignments.
Train
Train distributor pricing managers on the VIP system as needed.
Train new club NAMs on order / inventory processes, reports and their use.
Transfer
Transfer initial forecasting responsibilities, Tableau training, Salesforce.com training.
Understand
Understand our sales peoples' pain points and modify our processes for productivity gains.
Upkeep
Upkeep and edit sales processes and policies based on feedback from management.
Use
Use advanced sourcing techniques to find amazing people.
Use an appropriate business writing style.
Use insights and recommendation to inform commercial strategies and operational decisions.
User
User provisioning, permission sets & basic user administration.
Utilize
Utilize ZoomInfo to generate new prospect lists.
Verify
Verify and ensure data integrity and accuracy within Salesforce.com CRM system.
Work with
Work closely with Sales Strategy and Planning counterparts to enable execution of annual plans.
Work to optimize the effectiveness of technology investments.
Work within a professional environment or remote office location.
Work with Sales and Collections to assist resolution to customer billing.
Work with Sales and Collections to assist resolution to customer billing investigations and disputes.
Work with Sales Ops Leadership and IT to automate and optimize Salesforce workflows.
Work with Sales, Rev Rec and Legal on contract issues and provide.
Most In-demand Hard Skills
The following list describes the most required technical skills of a Sales Operations Analyst:
Sales Operations
Business
SQL
CRM
Dashboards
Operations
Power BI
Pivot Tables
Analytics
Data Analysis
Sales Support
B2B
Most In-demand Soft Skills
The following list describes the most required soft skills of a Sales Operations Analyst:
Written and oral communication skills
Analytical ability
Attention to detail
Problem-solving attitude
Organizational capacity
Interpersonal skills
Self-starter
Detail-oriented
Presentation
Multi-task
Collaborative
Creative
Time-management
Work independently with little direction
Organized
Ability to manage multiple tasks
Critical thinker
Adaptable to changes
Flexible
Proactive
Quick learner
Self-motivated
Team player
Driving change through ideas, relationships and actions
Enthusiastic
