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What motivates sales people? with Demar Amacker, Director of Revenue Ops at Zift Solutions

In this episode of Sales Ops Demystified, Tom Hunt is joined by Demar Amacker, Director of Revenue Ops at Zift Solutions. They discuss the value of frontline sales experience for a sales ops professional, how to help low-performing sales reps, and setting up Zift’s Revenue Ops function and supporting team.

Transition into Sales Ops 

With no background in finance or math, Demar’s experience in inside sales for the Arizona Diamondbacks baseball team helped him refine his work preferences. His proactive approach to making processes efficient made his passion and his work visible to higher management which led to him being selected for a promotion.

Frontline sales experience helps sales ops professionals empathize with and understand sales reps and account executives. It also helps them see the complete picture of their job, not just the positive side of it. Without this empathy, your sales team will have higher turnover i.e. employee churn.

Motivation for salespeople

The idea of having control over their career growth and earning money to empower their life is what motivates salespeople. They want to achieve targets at the micro-level, and they expect feedback and career growth from their company.

Important metrics on sales calls 

Measuring sentiment on sales calls is the key to the growth of sales reps because it helps collect a library of good and bad examples that can later be used to coach them. Demar and Zift Solutions do this with Chorus.AI. It also helps identify star performers because it compares their data with the company average or expected stats.

Helping a low-performing sales rep improve their performance 

Help them understand what type of customers you are targeting and what market conditions they’ll be addressing when they get on calls with prospects. Don’t shield your reps from the true data, instead show them the complete story and let them own it.

Sales team structure at Zift Solutions 

Demar is very new in Revenue Ops at Zift and will soon be building out his team. The sales team includes twenty-five to thirty people with three more SDRs whom Demar oversees. He also wants to hire an administrator role to support him in his daily activities and to help him support Zift’s Chief Revenue Officer (CRO).

Demar’s focus as a new joiner in Revenue ops

Demar’s focus in the initial days has been to get the leadership team off of their spreadsheets. His goal is to break the data out of its silos and get data representation standardized around Salesforce. He is also focused on bringing unused Salesforce features back to use in their company. 

For the rest of 2021, Demar wants to focus on aligning its internal processes around the CPQ model with the help of Salesforce CPQ. 

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