Share this article

Learn from the brightest minds how to predictably and efficiently grow revenue.

Related Content

Lessons in Scaling Cybersecurity Sales with Dean Hickman-Smith

This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dean Hickman-Smith, Chief Revenue Officer at HackerOne on Scaling Cybersecurity Sales. In this episode, Guy and Dean explore the evolution of sales leadership, the power of community in B2B sales, and how AI is transforming sales enablement and performance. Dean Hickman-Smith…

Building High-Converting Teams with Sean Murray of LeadIQ

This week on the Revenue Insights Podcast, Graham Smith speaks with Sean Murray, Senior Director of Sales and Sales Development at LeadIQ. In this episode, Sean shares his journey to tech sales, discusses his approach to building high-performing SDR teams, and explains why quality outreach trumps quantity in today’s sales landscape Sean Murray is Senior…

Transforming Productivity Metrics with Mike Perrone, Chief Operations Officer at Prodoscore

This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Mike Perrone, Chief Operations Officer at Prodoscore.  In this episode, Guy and Mike discuss data-driven productivity scores, bridging employee flexibility with executive accountability, and how to empower sales teams through actionable insights and tailored coaching.  Mike Perrone is Chief…

 

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:

Key Takeaways

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.

Biggest influences:

Taimoor has three big sales ops related influences:

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:

Subscribe To Sales Ops Demystified:

Quote: