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Learn from the brightest minds how to predictably and efficiently grow revenue.
How to Prevent Deal Slippage in 2023 with Brad McGinity at Hone
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Brad McGinity, CRO at Hone, a platform for cohort-based management and leadership training. Brad’s role is as a problem solver in the revenue operations space. You must listen to this episode if you prefer to be hands-on with your teams. The...
Mastering the Art of Relationship Building with Jaime Konzelman, Vice President, Sales at Unisys
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jaime Konzelman, Vice President, Sales North America & Canada at Unisys. They explore the intricacies of cultivating meaningful connections with individuals, delving into various subjects that encompass the significance of relationships and effective strategies for building them in the year 2023....
Establishing a High-Performance Business through Efficient Change Management with Zach Gropper, Founder and CEO at Insight Revenue
In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Zach Gropper, Founder and CEO at Insight Revenue. In their discussion, they cover several topics, such as the significance of a business operating at a high level, the impact of change management on a business, techniques to enhance business and customer...
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.