The pathway
How you actually get there, here
How you become one varies far more by country than what one does. This is the UK route. Most people take one of these ways in; the right one depends on where you're starting from.
- 1
High-Performing Sales Representative (SDR/AE)
2-4 years in a quota-carrying roleSkills to master
- Deep understanding of the sales cycle, objection handling, closing techniques, and a natural inclination to coach peers or optimise personal processes.
You're ready to move on when
- Consistently exceeding sales targets.
- Often asked by peers for advice or best practices.
- Identifies and suggests improvements to current sales processes.
- Enjoys training new hires or mentoring junior reps.
- 2
Sales Operations Analyst
2-3 years in Sales OperationsSkills to master
- CRM administration, data analysis, reporting, understanding of sales metrics, and exposure to sales process design.
You're ready to move on when
- Proficient in building CRM reports and dashboards.
- Identifies data quality issues and proposes solutions.
- Understands the 'why' behind sales processes, not just the 'how'.
- Has a good relationship with sales reps and managers.
- 3
Learning & Development Specialist (with Sales focus)
3-5 years in L&D, ideally with some sales exposureSkills to master
- Instructional design, adult learning principles, content creation, training delivery, and programme management.
You're ready to move on when
- Experienced in designing and delivering engaging training programmes.
- Understands how to measure learning effectiveness.
- Can translate complex information into easy-to-understand content.
- Has a genuine interest in sales and revenue generation.