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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...
Supporting 1,000 Sales Reps with Shiv Walia, Global Sales Operations Manager at Mindbody
In this episode of Sales Ops Demystified, Tom Hunt is joined by Shiv Walia, Global Sales Operations Manager at Mindbody. They discuss the impact of the sales compensation structure on rep productivity and revenue, lessons from Shiv’s time in Kenya and India, and the core focus on Mindbody’s sales strategy in the second half of 2021.
The sales team is the customer for sales ops
Shiv finds supporting sales a fun yet challenging job. Shiv echoes the sentiment of other guests that for sales ops, the sales team is their customer.
Sales compensation structure is the key to growing rep productivity and revenue
There’s nothing more important to sales reps than sales compensation structure. It is the key to optimizing both the productivity of your reps and the revenue generation process.
All channel partners deserve equally optimized processes
Working in a large company (Dell) managing 1000s of sales reps and partners helped Shiv realize the importance of optimizing the process for partners of all sizes. Understanding a day in the life of the teams you support and the processes they interact with uncovers new opportunities for improvements.
Mindbody’s sales and ops team structure
Mindbody’s sales teams working in the US, the UK, and Australia have supporting sales ops groups working locally. Global reporting and performance analytics happen largely in the US.
The focus of the Mindbody sales ops team in 2021
Exploring ways of improving revenue generation and market expansion will help Mindbody move out of the pandemic recovery phase in the second half of 2021.
Shiv’s sales ops inspirations
Hilary Headlee is currently the head of Sales Ops at Zoom and was the VP of Global Sales Ops at Mindbody. Shiv would like to take her to lunch to talk about the sales ops team structure at Mindbody and career growth in sales ops.