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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.
CPQ Solutions for Simplifying and Scaling Sales & Revenues Operations with Valerie Papa, Senior Manager of Revenue Operations at Andela
In this episode of Sales Ops Demystified Podcast, Tom Hunt and Alex Freeman are joined by Valerie Papa, Senior Manager of Revenue Operations at Andela. They discuss the technological evolution in Rev Ops, how CPQ solutions can help simplify and scale rev and sales operations, tips on creating a successful rev and sales ops strategy.
Valerie’s revenue operations journey
Valerie started her journey in marketing operations back in 2012. With almost a decade of experience in internal consulting, sales operations, and CRM administration with a diverse clientele, she transitioned to revenue ops.
Valerie’s dynamic approach to finding matching solutions to salesforce problems by utilizing CPQ (Configure, Price Quote) solutions and simplifying the process has led her to the position of senior Rev Ops manager in no time.
The versatile personality and experience in various areas of Sales Ops/Revenue Ops infrastructure help in finding proactive solutions to the client’s problems and accelerate the sales force team’s growth to meet the aggressive goals.
Evolution of an aggregated revenue ops system with CPQ
The biggest transition for the Rev Ops team has been the shift of all-solution operations to a more specified CPQ solution model.
Previously, Rev Ops people were operating as the Frankenstein sales team that led to over automation with the buildup of excessive and unnecessary content and ideas. CPQ takes a more strategic and segregated approach to business growth. It “pushes back” on automation when needed and simplifies the entire process to progress at a faster pace.
CPQ solutions allows to clean up unnecessary data and build scalable and flexible automated tools.
Moreover, internal consultation acts as the pinnacle of Rev Ops success where the leader works cross-functionally and values the entire company’s effort. Thinking about everyone and functioning holistically leads to better decision-making and smart strategies.
Tips to ensure CPQ transition in Rev Ops
CPQ tools simplify and scale up the configuration and pricing for the sales force. A smooth CPQ transition in Rev Ops depends upon:
- Work with expert consultants who complement your business’s strategies so the Rev Ops processing is not overcompensated or over automated
- CPQ transition involves data migration from the old system and different departments. Therefore, get assistance, as it requires a huge effort
- Adapt to any automation tool when it enables both the revenue and scalability of the sales force
How to help customers with Sales Ops/Rev Ops
The success of Rev Ops is proportional to customer satisfaction. The Rev Ops Managers needs to work as a trusted advisor to the sales force team and provide them with informed opinions and strategic recommendations. This aggravates the team effort and expands the clientele.
Revenue ops team at Andela
Currently, there are only four members working for the Rev Ops function. However, as the company is growing, the team is open to recruit more members and useful tools. Because, the more any business scales, things become more complex.
Creating a successful Rev Ops strategy
Before investing in fancy and complex tools, curate a solid Rev Ops process that aligns with customer expectations at every level. Once you have a strategy, invest in the useful tools that support the process and do not come in its way.
- Utilizing Support Ops With Brian McTeague, VP of Revenue Operations at FastSpring
- Effective Rev Ops and Analyzing Lead Closing Time with Gilles Meiers, VP of Revenue Operations at LumApps
- Keeping It Simple for Sales Reps With Sandy Robinson, Vice President of Revenue Operations at Nymbus