Why does every Sales need to understand Sales Operations?

Anthony Cheung
3 min readMar 7, 2022

Sales Operations are often underestimated due to their paperwork nature

Photo by Wesley Tingey on Unsplash

I know Sales Operations usually sounds like piled up and tons of meaningless paperwork for filling in. Most people think of Sales are always out in the field hunting and doing all different kinds of fancy works. Taking clients to dinner, striking a bargain on the phone or partying all the time. In fact, that's my first impression of being a sales, enjoying all the perks that Sales has.

In my understanding that 8 of 10 Sales hated doing Sales operation works (Paperworks). That's mostly because usually when we are putting time in the paperwork, it means the deal has already been struck. In other words, it's like filing a report on a deal that is already closed.

Sale’s operation is boring!

Why Sales Operation?

That basically all the hypes and excitements passed. Filing the paperwork is essentially the meaning of filing for the commission. Some companies that would even require a detailed written version of how does this lead happens to it turn into an actual deal. Corporates like AWS require the Sales (B2B) to file a complete report based on the lead changes in its deal stage. It sounds tedious (I know) but if you think about it. What does it matter to report everything? What do we need to document them?

A basic graph that shows what Sales operations are

To Sales, Sales Operations are more than just filing for paychecks

I give myself a self rundown on any significant deals (Success or Fail), essentially that I will check myself out, what is the lesson in this case? Did I learn something with this deal? This not only gives me the actual reasons or rationale on improvements by doing each of these cases, but it actually act as an empowerment/recognisition (Or a hard earned lesson) to myself.

The numbers on sales operations, filling the deal size and punching in numbers are boring (Yes I hear you). But at the same time, it gives you the time to rest, to really look back what have been achieved in…



Anthony Cheung

I write about personal experiences, rides and bumps throughout my career life. — while inspiring others of empathy and work ethics