Sales Operations Competencies

Jan 25, 2018


This research identifies professional competencies important to sales operations, sales enablement, and other sales force effectiveness functions. It prioritizes competencies considered most critical by management, and suggests which competencies will be of growing future importance. Organizational staffing and recruitment practices are also examined as they apply to sales ops.

Specific questions addressed in the research include:

  • What professional skills and competencies are most valued by sales ops?
  • Which competencies are under-represented in sales ops departments?
  • What competencies are emerging as most vital for future sales ops organizations?
  • How, and from what sources, do sales ops functions fill key positions, and how are these staffing approaches likely to change in the future?

Condition of Participation

Research participants are asked to complete an online survey lasting approximately 10 minutes, and may optionally elect to participate in a brief telephone follow-up interview.

Participation Eligibility

The study is open to sales operations, sales enablement, or other sales force effectiveness practitioners responsible for developing, supporting, or managing a sales force, employed in a firm with at least 10 direct-employee salespeople.

Benefits of Participation

Participants receive:

  • A copy of the report on this research topic
  • An invitation to a Sales Management Association webcast in which summary findings are presented to our audience.

Research Timeline

Research closes 1 April 2018.

Research report is expected to publish 1 April 2018.


Survey results are only reported in aggregate, and never in a way that would compromise the identity of any single respondent. All individual respondent data are treated with strict confidentiality, and will not be distributed.

Research Underwriting

This research is made possible in part through the underwriting support of Opytmyze.

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