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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...
Making Order Out Of Chaos: Taimoor Tariq of Sellics
Taimoor Tariq jumped onto Sales Operations Demystified to share his knowledge and experience in Sales Operations as well as bringing order out of chaos. Check out all the other episodes of Sales Operations Demystified here.
You can learn more about:
From sales to sales ops to customer experience then…
As the majority of our guests, Taimoor was unintentionally exposed to sales ops whilst working as a sales rep at InfoTech, his manager needed help with a go-to-market strategy and Taimoor helped him out part-time, though this soon morphed into a full-time role.
Taimoor then moved into a broader sales operations manager role at Achievers before taking a sabbatical in customer experience at a different business. Though he soon realized how much he missed logging into Salesforce each day so returned in a revenue operations role with Sellics.
“Making order out of chaos”
Since joining Sellics, Taimoor has:
- Standardized the lead to opp process over the US and EMEA regions
- Clearly defined what the businesses say is an MQL (marketing qualified lead) and an SQL (sales qualified lead)
- Introduced automation to change lead status after a number of days of inactivity
In summary, Taimoor states that he has been bringing order to chaos and actually, this is a pretty accurate description for what we do in sales operations!
Working remotely in these challenging times
The Sellic’s sales team is pretty well equipped for working remotely during these challenging times but Taimoor is increasing the frequency of their regular check-ins with sales reps. He has also ensured that all metrics are standardized and displayed on a shared dashboard so the whole team understands where their focus should be.
#1 metric: Number Of Opportunities Created
Taimoor mentioned that the most important lagging metric would be revenue but it not that useful due to it being measure after the fact. In terms of a leading metric, Taimoor likes to focus on the number of new opportunities created. Revenue can be calculated by multiplying:
- Win rate
- Average deal size
- Number of opportunities
Out of the three, the number of new opportunities is the easiest to impact. He, therefore, spent time working with the Sales Manager to ensure that they understand the importance of this metric which then feeds down to the sales reps.
Taimoor has three big sales ops related influences:
- Paul Ironside – CEO | Software to Develop Highly Effective Sales Managers at CommercialTribe
- Matthew Tremmaglia – Vice President of Customer Success at Achievers
- Marco Savic – Founder & CEO at FunnelCake
Work with Taimoor
If you would like to work directly with Taimoor and have experience in marketing operations, check out an open role they have here:
- Marketing Operations Manager at Sellics
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