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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...
Senior Director Of Operations: Marc Cote of Dosh
Marc Cote 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.
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Marc’s entry in sales operations
Marc left business school to get into business strategy. He worked for a few years as a consultant at Boston Consulting & Advisory group in NYC, but soon he left consultancy to become a team member in the sales department of smaller companies and start-ups. During this employment, he met some of the early search providers and did some selling for LookSmart who ran paid search for Microsoft. After that, he worked for Overture which was later acquired by Yahoo, he the became their sales leader in New York. At Yahoo, he met another sales leader: Mark Ellis who was looking for a chief of staff and was also looking at creating a sales operations function.
This started Marc off in the world of sales operations…
Sales resources and operations at Dosh
Marc explained that Dosh is a consumer finance app operating in the US, that partners with companies like Walmart & Costco. There are 72 employees in total and Marc runs revenue operations including consumer and merchant operations with a team of 20 people. Marc, with a developer, is entirely responsible for the sales operations at Dosh. He learned that hiring a salesforce developer is better than hiring an admin as developers “get more stuff done”.
Two ways to influence sales rep productivity
Marc believes that one should never ask something from a salesperson without giving something in return, for example, he implemented a simple activity tracking system for the reps when he wanted more visibility of what they were doing.
The other approach he uses to influence reps behaviour is an interesting one… he “sneaks things in gradually”. For example, Marc would simply add in extra fields for reps to input in Salesforce without notifying them.
Dosh’s sales forecasting process
Marc explained that the forecasting process run weekly. A blend of information from the finance team and business intelligence is compiled about actual revenue and then the team discusses pipelines that is due to be closed by the end of the quarter. And by the 6th week into a quarter, he starts forecasting the following quarter.
#1 sales metric – simple measuring revenue
Marc states that measuring revenue is obviously the top sales metric to measure. After that, Marc would look at pipeline velocity and coverage is this is the best indicator of future revenue.
Marc’s biggest influence:
Marc is most influenced by the first salesperson he hired… Dan Walsh. Dan Walsh he taught him how to keep the balance between operating and consulting whilst leading a sales team:
- Dan Walsh – Global Head of Business Strategy & Operations at Spotify
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