Moving from Sales to Business Analyst

Moving from Sales to Business Analyst

Are you contemplating moving from sales to business analyst profile? If yes, then this article will provide you with the approach to achieving your goal. The IT industry needs business analysts from across the industry. It’s possible to shift from sales as well as from other corporate streams.

We get similar queries from professionals from other domains as well. You can refer to them as well.

Strengths of a Sales Professional

As a sales professional, you may have one or more of the following strengths:

a) Interaction with the customer or the ability to interact with the customer

b) Understanding a customer’s needs and communicating them with your team

c) Helping your product/service team in creating a product/service addressing the customer needs

Why are we mentioning them? How is it relevant to a business analyst role? To understand that let’s look at the role of a business analyst.

Role of a Business Analyst

Role of a Business Analyst

  • A business analyst in the IT industry works with customers to identify business needs and translates them into specifications for the technology team.
  • The business analyst acts as an intermediary between the customer team and the technology team.
  • Ensures that the solution developed by the technology team meets the customer's needs and expectations.

As you can see in the diagram above, you may find something common with the role of a business analyst. However, there are specific skills needed to become a business analyst. Let’s try and understand the skills.

Which skills do I need as a Business Analyst?

Business analysts are in fact cross-functional experts and can come from any industry. The business analyst role hardly involves any programming. However, there are some key skills that you must acquire before you can move into a business analyst role.

Techcanvass has defined a simple skill framework called CRAFT for business analysts. CRAFT defines four important skills for business analysts.

Which Skills do I Need as a Business Analyst

Let us give a brief about these skills:

I. Communication skills: One of the most important skills for business analysts is communication skills. BAs have to communicate with customers as well as the tech team and to avoid information loss, good oral, as well as written communication skills, are critical. Since you are in Sales, you must be good in ‘C’.

II. Business Analysis Core skills: The core skills of a business analyst are related to elicitation, stakeholder collaboration, requirements analysis and modelling and writing specification documents. More specifically, a business analyst should be good at writing use cases, user stories, creating process models, prototypes, data models and preparing SRS/BRD etc.

III. Functional knowledge: Understanding the business processes is another skill, which plays an important role in BAs career. For example, if you are talking to a Bank PM about developing a banking system, you need to understand basic processes and terminologies to be able to grasp what the customer wants.

IV. Functional testing: The last but not the least skill is the ability to validate the developed software with reference to the requirements.

Functional knowledge is not a mandatory skill to begin your career as a business analyst. You can enter the industry without business domain knowledge. However, it’s extremely important to keep learning about businesses, it’s going to be helpful.

Steps to move from Sales to Business Analyst Profile

Step1: Plan for the transition

Allocate at least eight to nine weeks to achieve your goal. It is important to have a clear plan of action for the transition. This involves deciding on the timeframe, researching the requirements of the business analyst role, and setting realistic goals.

Step2: Learn the required skills

In order to become a business analyst, it is essential to acquire the necessary skills. Choose a course depending on whether you want to do it in a classroom mode, online mode, or self-learning mode. Pick a particular course and institute to learn business analyst skills.

Step 3: Get a certification

While a certification does not guarantee a job, it certainly helps to stand out among other applicants.Certification from a reputed organization like ECBA (offered by IIBA) gives you an edge and helps you get shortlisted.

Step 4: Update your resume

It is important to update your resume by highlighting your business analyst skills, use relevant keywords and mention responsibility areas that are specific to the business analyst profile.

Step 5: Prepare for the interview

It is essential to prepare for the interview by practicing commonly asked questions, such as both skill-based and scenario-based questions. Always be ready to provide examples from your own experience, which will show your skills and ability to handle hectic stakeholders. Addition to that, Look for common business analyst interview questions and practice your answers.

Step 6: Upload your resume on popular websites

You can increase your visibility by uploading your resume on job portals that are specific to your country or region. This will increase your chances of getting noticed by potential employers.

Step 7: Face multiple interviews

Treat interviews as mock exercises to build your confidence. Take interviews even for companies you may not want to join, but they will give you good exposure to handling the situation in the interview. Face multiple interviews to get to a comfort level before the final interview. This will help to build confidence and reduce anxiety before the final crack at the chosen companies.


Moving from sales to a business analyst profile is an achievable goal for professionals looking to transition into the IT industry. While sales professionals have unique strengths in interacting with customers and understanding their needs, there are specific skills needed to become a successful business analyst.

We have defined a simple skill framework called CRAFT to help aspiring business analysts acquire these skills. With the right approach and training, sales professionals can successfully make the switch to a business analyst role and thrive in the IT industry.

Our ECBA Certification course is designed to help non-IT professionals become successful business analysts by providing a comprehensive curriculum that covers all aspects of the role. Even if you have no prior IT background, you can still take advantage of our program.

We have a special module that focuses on helping non-IT professionals understand the IT industry and its applications.

In addition to theoretical knowledge, our course offers a practical experience through an end-to-end real-life project. This hands-on approach will help you gain practical knowledge and prepare for the ECBA certification exam.

Furthermore, we provide resume guidance and job interview preparation to help you stand out in the job market and achieve your career goals.



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