Career Development

What Does a Director Of Sales Operations Do?

Find out what a director of sales operations does, how to get this job, and what it takes to succeed as a director of sales operations.

Sales operations managers are responsible for overseeing the day-to-day activities of their company’s sales force. They commonly work with a team of individuals who handle everything from lead generation to customer service.

Sales operations managers may also be tasked with developing and implementing new strategies to improve overall performance. This might include anything from creating better training programs for employees to improving internal processes or systems that support sales efforts.

Director Of Sales Operations Job Duties

A director of sales operations typically has a wide range of responsibilities, which can include:

  • Working with the executive team to develop a sales department strategy aligned with company goals
  • Developing and maintaining effective relationships with existing clients and identifying potential new clients within each client’s industry
  • Coordinating sales activities with marketing activities to ensure that both departments are working together to achieve common goals
  • Interacting with external vendors to ensure that all vendor contracts are signed, terminated as needed, and renewed on time
  • Managing employee performance as it relates to sales goals by providing feedback, identifying training needs, and offering support where needed
  • Developing strategies for improving sales performance through increased sales volume or higher margins on existing sales
  • Analyzing data from various sources—including metrics from CRM software, website statistics, call logs, emails, etc.—to identify trends or opportunities for improvement
  • Planning and coordinating events such as trade shows, conventions, and webinars
  • Using technology solutions such as CRM software to track leads and manage customer relationships

Director Of Sales Operations Salary & Outlook

Director of sales operations salaries vary depending on their level of education, years of experience, and the size and industry of the company. They may also earn additional compensation in the form of commissions and bonuses.

  • Median Annual Salary: $125,000 ($60.1/hour)
  • Top 10% Annual Salary: $337,000 ($162.02/hour)

The employment of directors of sales operations is expected to decline over the next decade.

Employment growth for these workers is expected to be slower than average over the next decade, as automation and e-commerce continue to change how companies do business. As a result, fewer workers will be needed to oversee the same amount of work.

Director Of Sales Operations Job Requirements

The following are some of the qualifications that are often required for a director of sales operations position:

Education: Most employers require sales operations directors to have at least a high school diploma or equivalent. Some employers prefer candidates who have an associate or bachelor’s degree in business, marketing or a related field.

Training & Experience: Directors of sales operations often have at least 10 years of experience in sales and operations management. They may have worked as a sales manager or director of sales before advancing to a director of sales operations position. They may have worked in a variety of industries, including manufacturing, retail, wholesale, distribution or service.

Directors of sales operations often receive on-the-job training in their first few years with a company. This training may include learning the company’s policies and procedures, as well as the products and services they offer. They may also receive training in the software and technology the company uses.

Certifications & Licenses: There are several certification programs directors of sales operations may consider. Certifications allow you to prove your skills and qualifications to current and potential employers. They can also allow you to advance your career through increased knowledge and experience.

Director Of Sales Operations Skills

Directors of sales operations need the following skills in order to be successful:

Communication: Communication is the act of transferring information from one person to another. As a director of sales operations, you may be responsible for communicating with a variety of individuals, including sales representatives, managers and executives. Effective communication can help you convey information to others in a way that they understand. It can also help you understand the needs of others and respond accordingly.

Organization: Organization is another skill that can help you in your career as a director of sales operations. This is because you may be responsible for managing multiple projects at once, including sales campaigns, marketing campaigns and other initiatives. Having strong organizational skills can help you manage your time and responsibilities effectively.

Leadership: Leadership skills can help you to motivate your team and encourage them to perform well. You can use your leadership skills to help you to develop a strategy for your sales team and help them to achieve their goals. Leadership skills can also help you to manage your team effectively and ensure that everyone is working together.

Problem-solving: Problem-solving skills allow you to identify issues and develop solutions to overcome them. As a director of sales operations, you may be responsible for resolving issues that arise in the sales department. For example, if a sales representative is having difficulty closing a deal, you may be the person they turn to for help. Your problem-solving skills can help you identify the issue and offer a solution that helps the representative close the deal.

Data analysis: Data analysis is the ability to interpret information and draw conclusions from it. As a director of sales operations, you may be responsible for analyzing sales data to determine if a sales team is meeting its goals. You may also analyze data to determine if a sales strategy is working and if it needs to be changed.

Director Of Sales Operations Work Environment

The director of sales operations spends most of his or her time in an office, working with other members of the sales team to develop strategies and plans for achieving sales goals. He or she also meets with clients, either in person or via teleconference, to discuss their needs and how the company’s products or services can meet those needs. The director of sales operations also works with the marketing team to develop promotional materials and pricing strategies. In addition, the director of sales operations is responsible for ensuring that the sales team has the necessary resources, such as office space, equipment, and supplies. The director of sales operations typically works a standard 40-hour week, although he or she may occasionally work overtime to meet deadlines or to attend sales meetings or trade shows.

Director Of Sales Operations Trends

Here are three trends influencing how directors of sales operations work. Directors of sales operations will need to stay up-to-date on these developments to keep their skills relevant and maintain a competitive advantage in the workplace.

The Need for a More Strategic Approach to Sales Operations

The role of sales operations is evolving, as businesses are beginning to realize the importance of having a more strategic approach to their sales operations. This means that sales directors will need to be able to think beyond the traditional role of sales operations and understand how they can help drive business growth.

In order to be successful in this new environment, sales directors will need to be able to develop and execute on a plan that aligns with the company’s overall goals. They will also need to be able to manage and motivate a team of sales operations professionals, as well as provide them with the tools and resources they need to be successful.

More Focus on Customer Experience

As customers become more demanding, businesses are realizing that they need to focus on providing a better customer experience. This means that sales directors need to be focused on creating a positive experience for customers from the moment they contact the company until the moment they make a purchase.

To do this, sales directors need to be familiar with customer service best practices and be able to identify ways to improve the customer experience. They also need to be able to communicate with other departments within the company in order to ensure that everyone is working towards the same goal.

A Greater Emphasis on Data-Driven Decision Making

Sales directors are increasingly being asked to make decisions based on data rather than intuition or experience. This trend is due to the increasing popularity of data-driven decision making, which has been shown to lead to greater profitability for companies.

By understanding how to use data to make informed decisions, sales directors can become more effective leaders and help their companies grow.

How to Become a Director of Sales Operations

A director of sales operations (DSO) is responsible for overseeing the entire sales process from start to finish. This includes developing and implementing strategies that will help increase revenue, as well as managing the team that supports the sales process.

To be successful in this role, you need to have a strong understanding of both the sales process and the company’s overall business strategy. You also need to be able to manage and motivate a team, as well as develop relationships with key stakeholders within the organization.

Related: How to Write a Director Of Sales Operations Resume

Advancement Prospects

The most common way to advance in this career is to move up the ladder within your current organization. As you gain experience and prove your worth, you will be promoted to higher-level positions with more responsibility. You may also advance by moving to a larger company or one that is in a different industry. In some cases, you may be able to start your own sales operations consulting business.

As you advance in your career, you will likely take on more supervisory and management responsibilities. You may eventually become a director of sales operations or a vice president of sales. In this role, you will be responsible for all aspects of the sales operations of your company.

Director Of Sales Operations Job Description Example

The Director of Sales Operations is responsible for the overall management and efficiency of the sales department. The Director of Sales Operations will work closely with the Vice President of Sales to develop and implement strategies to increase sales, improve customer satisfaction, and grow the company. The Director of Sales Operations will also be responsible for managing the sales team, developing sales training programs, and creating sales reports. The ideal candidate will have experience in sales management, sales operations, and customer service. The candidate must also be able to work in a fast-paced environment and have excellent communication and organizational skills.

Duties & Responsibilities

  • Achieve or exceed quarterly and annual sales targets by managing a team of sales professionals
  • Create, implement, and manage processes and systems to support an effective and efficient sales organization
  • Design and oversee territory assignments, account plans, and quotas in collaboration with the VP of Sales
  • Analyze data and market trends to identify new business opportunities and optimize existing ones
  • Monitor individual and team performance against KPIs, taking corrective action when necessary
  • coach and develop direct reports, providing feedback and guidance on a regular basis
  • collaborate with other departments within the company to ensure alignment of sales goals and objectives
  • Attend trade shows and industry events as needed, representing the company in a positive light
  • Maintain up-to-date knowledge of competitor products and strategies
  • Negotiate contracts with vendors and service providers
  • Prepare and deliver presentations to upper management on a regular basis
  • Manage the sales budget, ensuring expenditures remain within allocated limits

Required Skills and Qualifications

  • Bachelor’s degree in business, sales, or related field
  • 10+ years of experience in sales operations, sales management, or similar role
  • Proven track record of achieving quotas and driving sales growth
  • Strong understanding of sales process and methodologies
  • Excellent analytical skills and experience with data-driven decision making
  • Ability to lead and motivate a team of sales professionals
  • Outstanding communication, presentation, and interpersonal skills

Preferred Skills and Qualifications

  • MBA or other advanced degree
  • Experience working in a fast-paced, high-growth environment
  • Experience with Salesforce or similar CRM software
  • Knowledge of market analysis and forecasting techniques
  • Familiarity with channel sales models

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