Global Revenue Operation Manager: Christopher Jacks of Optimove

Christopher Jacks 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.

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Chris’s route into sales operations

Despite the fact that Chris started off his career in sales, he always had an interest in the sales process and the use of data. After completing a data science course at General Assembly, Chris joined Optimove in a sales operations role to fulfill this interest.

Chris was then able to bring in skills developed during that course to the sales process. For example, Chris is able to create a Python script to scrape the details of speakers at an upcoming event, he can then import this data into their CRM and then for the sales team to commence their outreach.

Hands off from marketing to sales

Since Chris joined Optimove, his biggest impact has been at the intersection between marketing and sales. For example, post-event lead outreach previously sat with the marketing team, Chris handed this over to the sales team and this customized outreach led to better results.

Zoom “happy hours” and heavy Slack usage

Over the past few weeks, the Optimove team has shifted to remote work. However, as they have offices in New York, London, and Tel Aviv they were relatively remote before this shift. Furthermore, Chris’s team is heavy Slack users and hosts daily “happy hours” on Zoom that allow the team to maintain their ad hoc communication.

#1 metric: Emails responded to

If Chris could only track one single sales metric for the rest of his career, he would choose “emails responded too”. Similar to Ebsta’s engagement score, this is a leading metric that will tell you how much engagement a rep is generating. Chris currently tracks this using Apollo and shares this data with his sales reps.

Chris’s biggest influence:

Chris has one single sales operations influence:

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