Share this article

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

Related Content

You Can’t Sell to Someone Who Can’t Buy with Michael Dalley, CRO at Aerial Vantage

In this episode, Guy and Michael explore the lessons Michael has learned over his twenty years of sales leadership experience. Discover the importance of forecasting accuracy, the potential of the Challenger methodology, and why you can’t sell to someone who can’t buy.

From Inbound to Outbound: The Sago Sales Transformation with CRO Katharine Reagan

Katharine Reagan, CRO of Sago, joins the Revenue Insights Podcast to share how Sago pivoted from Inbound to Outbound sales, discussing key metrics, qualification methodologies, and sales pipeline stages.

How Top Sellers Use Data to Win Big with JD Miller

Discover how data analysis transforms sales performance. Learn strategies for personalized outreach, relationship building, and data-driven sales planning from Kantata's CRO, JD Miller.

 

Sales Operations Manager: Jeff Davis of Baker Hill

Jeff Davis 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:

Tools Mentioned:

  • Salesforce
  • Netsuite
  • Pardot
  • Loopio
  • Insight Squared

Key Takeaways

See those you help as customers

See your sales staff as customers. Everyone in the organization is either supporting or relying on sales in some way.

You have to hold yourself accountable to the organization and the people you’re helping. They become an extension of your operation.

Find your champions to roll out new processes

Jeff engages individuals with high, middle, and low performance in new processes before rolling them out to the entire team. These people can then help sell the process to the rest of the team as evangelists and reinforce the standard.

Scaling one-on-one relationships

Jeff is currently responsible for 13 reps and is able to maintain a close one-on-one relationship with all of them.

At his previous business, he saw that to keep that intimate relationship with the sales org you had to focus your one-on-one’s with management, but keep an ear trained on how they engage with their teams.

A single conversation point for forecasting

Baker Hill’s sales forecasting process used to be an export from SFDC to a spreadsheet before nine, which was then forwarded on to the leadership team for their weekly forecasting meeting

The process now sits 100% within Salesforce as the leadership review everything from where the data is housed.

Baker Hill’s executive team still sit in on the weekly sales forecasting call and offer help to close big deals.

The KPI that stands out from 20 years of working in sales ops

Your win rates and closed lost reasons. Why did we win or lose this deal? Who did we lose this deal too and who did we beat with this deal?

Often knowing why you won a deal is equally as powerful to know why you lost. It identifies what you need to do more of and what you need to do less of.

It’s important to remember the standard KPIs like the average deal cycle and average deal size metrics.

This serves as a very valuable feedback loop into the lead generation process.

Who has influenced you in your career?

Looking back on his career, the key figures that stood out included Matt Buly and Mike Retts of Angies List

Subscribe To Sales Ops Demystified:

Quote: