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Learn from the brightest minds how to predictably and efficiently grow revenue.
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.
The Ultimate Sales Rep Productivity Hack: Curtis Hommes of Workfront
Curtis Hommes jumped onto Sales Operations Demystified to share his knowledge and experience in Sales Operations and the ultimate sales productivity hack. Check out all the other episodes of Sales Operations Demystified here.
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Simplify, simplify, simplify
Curtis states that if a process is too complex a rep will not complete it. He is also of the belief that the more restricted fields you have in the CRM, the worse your data will be.
This makes sense: salespeople have a hard enough job as it is, why make it harder with complex processes that hinder their progress towards what really matters?
The culture of your sales ops team
Every group of people that spends an extended period of time together will form a culture, including sales ops teams. Curtis states that you should be more deliberate about this… how do you want your sales ops team to behave and what do you want them to believe?
The core belief Curtis has instilled into his sales ops culture is that they are there to help sales reps succeed, not be a roadblock for them.
8 resources on data quality?
Workfront currently has 8 full-time resources focussed on data quality, 4 employed and 4 contractors. This is the most amount of resources I have seen committed to data quality in all 70 or so Sales Ops Demystified interviews.
Workfront has 130 reps that each have an individual territory, and for those to be effective… the data must be impeccable. To me, this sounds like the ultimate productivity hack: eradicate data issues and this will have a massive impact on rep productivity.
The only metric that really matters
Curtis states that Pipeline Value is the only metric that matters when it comes to measuring the performance of a sales organization. Using this metric, he can clearly see managers that are focussed on forecast rather than pipeline and coaches his manager to focus more on the latter.
To me, this seems like the difference between long term and short term thinking: are you just focused on surviving this quarter or are you focussed on thriving over the next three quarters?
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