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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...
Riding the Salesforce Wave with Megan James, Director of Sales Operations Lead at Knock
This week, we are talking to Megan James, currently serving as the Director of Sales Operations at Knock. We explore how Salesforce supports all sales ops functions, why Salesforce leads the way in sales ops, and how it can be beneficial to a career in sales ops.
Transitioning to Sales Ops
Megan started as a lead generation specialist and then moved into Salesforce management by learning about it whenever the need arose in her work. Salesforce helps interface multiple departments in a company (including Supply Chain and Legal). Because of the multifaceted nature of the work, sales ops can be a very lucrative career.
Knock’s sales team structure
At Knock, Megan works as the sole person on Salesforce administration with three SDRs, fifteen account executives, and about a dozen Client Success Managers. Modern Sales Ops functions often work as Business Ops to support different areas of the business.
Effect of remote work in Sales Ops
For Megan, remote work has been very structured, productive, and proactive because people have been more accountable when working remotely as opposed to working in an office.
Effect of the pandemic on Knock’s sales forecast
During the pandemic, Knock’s tool became a necessity for its clients and their forecasting process became more accurate. Megan is helping the Knock team transition from spreadsheets to Salesforce’s standard forecasting capabilities.
Valuable sales metrics
Megan believes top-of-the-funnel conversion affects most teams, can be easily automated and can be integrated with marketing and sales functions.
Career growth in sales
Sales professionals need to see the big picture of the Ops process if they want to progress to senior Sales leadership positions.
Megan’s sales ops inspirations
Megan credits one of her former CFOs who supported her growth and learning about the SaaS industry. She would like to have lunch with Steve, one of the superusers in the Salesforce Trailblazer community, who helped her immensely in her learning.