Director, Sales Operations: Patrick Hogan of Multivista

Patrick Hogan 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.

You can learn more about:

 

Tools:

Key Takeaways

Patrick has had an amazing journey into sales operations…

Partick has 40 years of combined experience within the sales and technology worlds, he wrote his first line of code in 1979 and has since been in sales for 37 years. He is currently the sales operations director at MultiVista though he only transitioned into the role in the past year or so, he loves management and training younger sales people being a manager and training young salespeople.

Making that transition has been great for Patrick as he combines his love for technology, sales and people to enable his sales reps through training and ensuring they have the right tools. 

How Patrick has increased the productivity of the franchisee sales reps

Led by Patrick, the MultiVista sales reps made themselves relevant to the clients at a time where maybe they weren’t looking to buy but still wanted to keep up to date with movements in the industry. They set up a campaign called: “Sharing Is Caring” and told salespeople to call prospects and customers to share something and not to sell something, reps gave they gave customers and prospect best practices that other construction firms are implementing during these challenging times. They are building trustworthy connections so that when the virus dies down, they will have a great bond with their pipeline which will in theory lead to more sales. 

Patrick and the MultiVista team have also re-iterated cold calling training along with training on how to demonstrate the product through Zoom. 

Patrick’s #1 sales metric to track…

The one sales metric that Patrick would track if he could only choose one would be the ratio of pipeline to quota. He shares that  “pipeline is the lifeline” and that he likes to see an average pipeline to quota ratio of 3:1. If a sales rep has a ratio lower than this then Patrick will work with them one on one to find opportunities to boost pipeline.

Who has had the most influence in Patrick’s career? 

A number of people have influenced Patrick’s career, such as:

  • Mark Stuy – Chief Engagement Officer at Neural Impact
  • Enzo DiMichele – Chief Sales Strategist at Neural Impact
  • Kim Brown – Executive Director of Sales Operations at Hexagon’s Xalt Solutions division

Subscribe To Sales Ops Demystified:

Quote:

Posted in

Speak with our experts and see how Ebsta will help improve your sales

New call-to-action
New call-to-action
Logo Icon (White)@2x

Newsletter Signup

Share this article

Related Content

How to Demonstrate ROI of Revenue Operations with Julian Hannabuss, Director of Revenue Operations at Procurify

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Julian Hannabuss, Director of Revenue Operations at Procurify, a leading procurement and purchasing software company that lets teams track, control, and analyze all business spending so they can scale faster. Julian shares his insights on how revenue operations should present their revenue outcomes and can drive organizational value to the board. He also shares his insights on the difference between high and average performers in the sales and revenue teams. Julian shares some tips on how to mitigate churn at your company.

How to Build Your Pipeline Through Social Selling with Tim Hughes, CEO of DLA Ignite

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Timothy Hughes, CEO of DLA Ignite, a strategic advisory and consultancy enterprise that enables organizations to leverage social selling to convert pipeline leads. Tim shares a three-step social selling process to build pipeline leads and highlights how conversations rather than content play a pivotal role in the conversion process. Conversions pivot around educating the prospects on their pain areas and then offering solutions to resolve the issues. The episode is also a gold mine for sales leaders looking for insights that are easy to adopt and implement.

The Four-Step Framework to Reimagine Sales Teams with Ben Stroup, President at Velocity Strategy Solutions

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Ben Stroup, President at Velocity Strategy Solutions, an on-demand strategy and management consulting firm. Ben shares his insights on how Velocity uses people, processes, technology, and data to reimagine sales and revenue teams, and move the needle toward a modern-day revenue operation and management approach. Companies must move from monitoring lagging indicators like revenue to analyzing leading indicators like customer acquisition costs (CAC) and customer lifetime value (LTV). Ben also touches on the importance of aligning internal teams to a common goal.