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Learn from the brightest minds how to predictably and efficiently grow revenue.
In this episode, Lee and Andy dig into the art and science of selling. They explore the need to align values betweens individual sellers and their managers, the importance of listening to your buyers to determine what processes you implement, and the value of giving your sellers autonomy to find their own unique selling styles.
In this episode, Guy discusses Ebsta’s process for producing insights reports, guiding you through an example from an anonymous company, to help you to understand why you win and lose deals. Guy Rubin is the Founder and CEO of Ebsta and is passionate about helping B2B sales teams scale their revenue engine. Having been founded...
In this episode, Lee and Justin discuss the current disengagement among sales reps and how this can be addressed. Justin shares his five-step framework for coaching: Tell, Show, Observe, Coach, Repeat, offering both reps and companies advice for encouraging constant improvement and progression to help with quota attainment.
25 Years of Sales Ops with David O’Neill, Consulting Partner at RAIN Group
In this episode of Sales Ops Demystified, Tom Hunt is joined by David O’Neill, Consulting Partner at RAIN Group. They discuss the evolution of Sales Ops over 25 years in the industry, major shifts in the industry, and how to have a positive and productive relationship with sales reps.
Evolution of Sales Ops over 25 years
In the earliest days of sales ops, the core of the sales ops function was separated from the Sales Manager’s role and it didn’t provide any feedback to the sales rep rather it only focused on finding faults in their work. Sales Ops today is more of an opportunity to improve the sales function rather than just being a cost center.
Major shifts in the Sales Ops industry
The ability to accurately measure metrics that truly matter for sales reps, such as customer interaction monitoring, has matured. This has helped reps hit their targets more often because they now recognize the ability of sales ops teams to give precise feedback as a value-adding, often essential, service and not as a threat to their function.
Modern sales reps are more open-minded and eager to learn. This truly helps in using analytics in an effective way.
Types of information accessible to sales reps
Sales reps today have access to every important or unimportant metric. One of the most important of these key metrics is their performance against their targets. Information about how far they have come on their prospect list also helps keep them informed and accountable.
Advice on tackling difficult times in business
For salespeople, the key to success during these difficult times is to put all the required effort into improving their output and go above and beyond to achieve customer delight.
For sales management and leadership, the key to getting sales reps to improve their performance is supporting them instead of beating them up about their low output. Right now, the sales function is probably one of the most vulnerable and exposed roles and their work depends on a lot of variables out of their control.