Table of Contents
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…
Tracking & Accountability in Revenue Operations with Krystal Diel, Director of Revenue Operations at Capacity
This week we are talking to Krystal Diel, Director of Revenue Operations at Capacity. With a passion for learning and improvising the processes, Krystal shares how diverse life experiences can speed up learning, the evolution of sales operations, and the significance of tracking in streamlining your operation.
Table of Contents
Diverse industrial experiences and sales enablement
Krystal started her career in 2008 at Lindenwood University as a Resident Directors’ Assistant, after which she joined Dynamic Fitness Management as a personal trainer and fitness professional.
After working in a few different industries, Krystal finally explored her passion for sales and operations when she joined BizLibrary in a sales representation and development capacity.
At BizLibrary, Krystal realized the significance of sales processes and how they help in sales growth and delivery. With a view to exploring the sales processes and operations further, Krystal joined Capacity as a Manager of Business Development but soon got promoted to Director of Sales Operation and Enablement. She’s currently the Director of Revenue Operations for Capacity.
Every life experience is a learning curve
Krystal shares that she learned crucial aspects of business, such as the difference between cold, discovery, and follow-up calls, the procedure of tracking, and evaluating performance metrics from her past work experiences.
Creating performance evaluation metrics and evaluating the best ones motivated Krystal to enter into sales operations.
Priorities for 2021
Krystal believes that sales operations dynamics are evolving with the digital era. With COVID-19, the need for automation in the sales operations processes have increased like never before.
Therefore, Krystal’s plans for 2021 are to drive more discipline to revenue operations and consistency to sales. She plans to accomplish this by automating the processes at Capacity.
“Tracking and accountability is everything, as it helps you meet the timelines and makes operations efficient.”
Another priority for Krystal in 2021 will be robust follow-ups on projects. She plans to improve her team’s understanding and use of Jira, which Krystal believes will help in auto-scheduling, delivering, and following up with the ongoing tasks in real-time. She believes that keeping project tracking in real-time gives you a clear vision of organizational performance.
Challenges for sales and revenue functions in 2021
Krystal believes that with remote working now being commonplace, keeping processes aligned, meeting timelines, and creating a disciplined working environment will be the real challenge in 2021. It provides less control over employees and their timelines. Krystal believes that “Remote work can never replace the office environment and discipline”.
No#1 metric for 2021
Krystal mentions that she is focusing on understanding her sales reps in 2021 to ensure that everyone fits into the right role and has the right responsibilities.
Who in the world of sales ops would Krystal like to take out for lunch?
Krystal mentions being inspired by all the people she follows on LinkedIn. If she has to mention one person that would be Taft Love, as he has the same career trajectory as Krystal.