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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.
Lean Sales Leads with Lisa Smith, Head of Sales Operations at Hazel Health
This week, we are joined by Lisa Smith, Head of Sales Operations at Hazel Health. With a passion for sales and operations and a decade’s worth of experience, Lisa discusses the evolving trends in sales and operations, which focused sales activities can help drive growth, and the significance of pre-pipeline lead evaluation.
Sales ops leadership at its best
Lisa is a sales and operations enthusiast. At Hazel Health, she leads a large sales team of sales reps and creates strategies for refining sales operations. Lisa’s go-to tool to achieve sales and operations excellence is “grooming and training her teams on KPIs, prioritizing and rationalizing leads, and customer handling.”
“Developing long-term partnerships can scale the business.”
Lisa believes in developing meaningful and healthy business relationships with customers and external stakeholders. She does this by training her teams on collaboration and coordination.
“Properly planned lead generation activities can help in increasing the customer base and achieve sales targets.”
One man army of sales ops
Lisa shares that she started the sales operations department single-handedly at Hazel Health, and with the right strategies, she now supports a team of eighty sales reps.
Starting small can lead you to greatness: keep growing
Lisa went to work with Data Blue, where initially she joined as a sales coordinator. After two years, she was promoted to the position of Director Sales Operations, which gave Lisa a head start in creating a legacy in sales operations.
Hazel Health strategy to sustain sales during COVID-19
Just like many other businesses, COVID-19 brought a lot of challenges for Hazel Health. With decreasing socio-economic trends, providing telehealth services to schools has been a real challenge, due to which Hazel Health sales were severely impacted.
However, Lisa and her team encouraged Medicaid and commercial insurance services to provide schools with a payment cover that showed a positive trajectory in the sales.
No.1 sales metric: Evaluating the leads before they enter the sales process
Lisa believes the best time to evaluate a lead is before it gets into the pipeline for sales reps. “To achieve best results, sales operations should evaluate the prospective leads and only place qualified leads into the pipeline.”
Lisa’s biggest influence
- Lisa acknowledges that her former manager, Thomas, has taught her a lot about sales through his years of experience
Who in the sales operation world would Lisa like to take out for lunch?
- Jessica Sprinkle, CEO of Sponge