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Learn from the brightest minds how to predictably and efficiently grow revenue.
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...
Building Trust and Credibility Through Data-Based Feedback with Basil Murray, VP of Enterprise Commercial Sales at DHI
In this episode of the Revenue Insights Podcast, host Lee Bierton sits down with Basil Murray, VP of Enterprise Commercial Sales at DHI, a SaaS platform with AI-enabled products for talent acquisition. The conversation covers several touchpoints in the sales and revenue space, including adapting selling and revenue operations to the current environment and coaching...
Director Of Operations: Steven Wellman of FreshLime
Steven Wellman jumped onto Sales Operations Demystified to share his knowledge and experience in Sales Operations. Check out all the other episodes of Sales Operations Demystified here.
You can learn more about:
- Inside Sales
The trend towards more wholistic operations
Customer-facing teams are shifting away from siloed operations to create a single experience across marketing, sales, and success touchpoints. This is moving towards a more holistic approach which is now commonly known as revenue operations.
It’s about consistency and scalable processes across these teams to create a cost-effective and connected customer experience.
Do you have a revenue operations function?
Add social pressure by sharing data
Stephen mentioned how they show quarterly goal data to all customer-facing teams.
It creates social pressure that can either galvanize efforts or force people to make excuses. Their reactions directly affect how someone progresses within FreshLime.
The distinction was clear between his role and those of the customer-facing individuals. He’s responsible for the accuracy and visibility of the numbers. They are responsible for impacting them.
Operations and management doesn’t have all the answers
I agree that management and operations don’t have all the answers and that they’re not beyond challenging or stress testing.
It’s important to maintain strong communication lines with reps to understand their world. Understand their challenges and serve them just like customers.
Contact rate by dial attempt
Stephen’s favorite sales metric is Contact Rate by Dial Attempt. Essentially, this allows him to see the frequency of contact reps, whether that’s 2 or 16 times. The former would be too little and the latter would be too much.
I can see that this enables Stephen to coach reps very effectively on how to use their time.
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