Share this article

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

Related Content

Auditing the Customer Journey with Penina Shtauber, Marketing Director at ScaleOps

This week on the Revenue Insights Podcast, we are joined by Penina Shtauber, Marketing Director at ScaleOps, Israel’s leading HubSpot partner and Revenue Operations company. In this episode, Lee and Penina explore ScaleOps’ work providing both revenue operations and marketing operations as a service. They delve into the issues surrounding CRM adoption, how businesses can...

Enable Your Prospects, Not Just Your Team with Roy Schuhmacher, VP, Sales and Business Development at NAS

This week on the Revenue Insights Podcast, we are joined by Roy Schuhmacher, VP of Sales and Business Development at NAS Recruitment Innovation, a leader in recruitment marketing. In this episode, Lee and Roy discuss his journey from running his own business to starting at the bottom of the business food-chain. They further delve into...

Unlocking the Full Potential of Enterprise Sales with Shannon Reedy, Chief Revenue Officer at Terakeet

This week on the Revenue Insights Podcast, we are joined by Shannon Reedy, Chief Revenue Officer at Terakeet, the preferred owned asset optimization (OAO) partner for Fortune 500 brands seeking meaningful customer connections and online business growth.

 

Salesforce Revenue Forecasting with Scott Haney of Chili Piper

Scott Haney jumped onto Sales Operations Demystified to share his knowledge and experience in Sales Operations as well as providing deep insights into Salesforce revenue forecasting. Check out all the other episodes of Sales Operations Demystified here.

You can learn more about:

 

Tools Mentioned:

Key Takeaways

Sales/revenue ops at smaller businesses can be broad

Scott currently runs ops for:

  • Sales
  • Marketing
  • Customer success
  • Recruitment
  • Finance

And is currently the only dedicated operations resource in the 43 person business. Chili Piper has 7 account executives, 5 sales development reps, 3 people in customer service, and 1 sales enablement resource. It is clear that if you want to just focus on running operations for the sales team, you shouldn’t join a small business.

 Collecting rep confidence during the forecasting process

Scott currently requests reps to assign a confidence level to each opportunity in the pipeline ranging from doubtful at one end all the way to “I would bet my career on this” at the other.

Scott then uses this data during the forecasting process in combination with:

  • The director of revenue’s one on one with each AE
  • Historical close rates
  • Inbound vs outbound difference in “time to close”

The forecast is then rolled up within Salesforce, then Scott and the director of revenue meet with the CEO each Friday to present the forecast and their proposed actions.

“Tools over labour”

Chili Piper CEO, Nicolas Vandenberghe has a favourite saying: “tools over labour”. He prefers that Scott automates a process over hiring a person to run the process.

One example of this was Scott’s ability to automate the creation of an Opportunity inside Salesforce when a meeting is booked through their software Chili Piper. This saves their sales development reps a significant amount of time each week.

Scott’s #1 sales metric

Win rate.

Scott believes that the “win rate” is one of the most actionable sales metrics. It enables him to identify behaviours of his top-performing reps and also flags coaching opportunities for underperforming reps.

Scott’s single biggest operations inspiration:

Scott first tried selling to Brad in his role as a sales rep for Chili Piper, he didn’t close. Though they soon became friends after Scott asked Brad to go for lunch so he could pick his brain about sales operations. They now run the Wizard Of Ops Slack community linked above!

Subscribe To Sales Ops Demystified:

Quote: