Share this article

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

Related Content

Why Top Sales Leaders Get Coaching Wrong—And How an Olympian Fixes It with Matt Hemingway

In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Matt Hemingway, Vice President of Sales and Operations at Axcient, to explore how disciplined coaching, intentional leadership, and a culture-first mindset drive sustainable sales performance. Drawing on his background as an Olympic silver medalist, Matt shares how the mindset of…

How Top Performers Handle Objections 80% Earlier, with Hervé Timsit from EDB

In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Hervé Timsit, Chief Revenue Officer at EDB, to explore objection handling and the evolving landscape of enterprise software sales. With over 17 years of experience, Hervé shares insights on leading global sales teams, implementing data-driven strategies, and the critical role…

Why Value Alignment is the New Growth Engine, with Dan Sylvester from SundaySky

In this episode of Revenue Insights, host Adam Roberts, Sales Director at Ebsta, sits down with Dan Sylvester, SVP of Revenue at SundaySky to explore value alignment and the evolution of B2B sales and customer success. Dan shares insights on the growing importance of personalized video content, maintaining brand consistency while democratizing content creation, and…

 

Sales Reps Are Not Coin Operated With Michael Hanna, Lead RevOps Function at Intuit, Shopify & Clio

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Michael Hanna, Lead RevOps Function at Intuit, Shopify and Clio. They discuss the fundamentals of team building, how to motivate sales reps, and the benefits of eliminating sales-based incentives.

Michael’s journey into sales and rev ops 

Michael started his sales ops journey in 2003 at UPS as a Sales Planning and Performance Supervisor, where his core KPIs included creating sales compensation plans.  Michael’s experience at UPS developed his learning and skills, which opened doors for several opportunities that further developed his skill set.  

Throughout his sales ops journey, Michael has worked with various top brands such as Eloqua (Oracle Marketing Cloud), Teranet, Intuit and Shopify.

Michael has been adding excellence to the sales and rev ops world through consultancy and advisory for several companies.  

In 2013, Michael and his wife, Dana co-founded Hanna Strategy Group, which enables sustainable high-revenue growth for B2B companies. 

Key initiatives to streamline sales ops 

  • Conducting surveys and research before devising a compensation plan for sales reps
  • Continuously training sales reps from a change management standpoint
  • Analyzing the problems in team meetings to reach a cumulative decision 

How to promote team building across different channels?

Develop strong inter-team and departmental communication, and build genuine relationships within the team. This encourages the team to explore and experiment with new things and strategies. Nurture the idea of learning from others’ ideas, conversations, struggles, and stories. 

How to motivate sales reps? 

The fundamental of sales reps’ motivation lies with learning, problem-solving, and personal revenue generation. 

  • Learning: A company should offer continuous training and development programs 
  • Problem-solving: Sales reps should be provided with new challenges and milestones to achieve. The leads should be responsible for creating such avenues 
  • Personal revenue generation: Apart from compensation, incentives for achievement should be planned. It is important to give sales reps freedom and flexibility to earn greater revenue. Plan the post-sales incentives based on customer satisfaction. 

These factors keep the sales reps motivated to strive more and yield cumulative growth for themselves and the company. This will make them feel like a stakeholder. 

Benefits of eliminating sales-based incentives

An immediate and tangible benefit of eliminating sales-based incentives is that it reduces sales reps’ distraction of trying to reach a certain sales number that justifies the compensation plan. In contrast, sales reps spend more time thinking about how to satisfy customers. 

Finding the right talent and building a dream team 

Building a dream sales and rev ops team requires a mix of both “generalists and specialists”. While specialists add more value to the operations with their skill set, experiences, and work knowledge, generalists add more passion and dedication to the system.

Recommended episodes

Subscribe To Sales Ops Demystified: