How To Influence People In An Organization: Ella Pebbles of Aircall
Ella Pebbles jumped onto Sales Operations Demystified to share her wonderful journey and how to influence people in any organization. Check out all the other episodes of Sales Operations Demystified here.
You can learn more about:
Tools Mentioned:
Key Takeaways
Ella fell into sales operations…
Ella studied maths, operations, and statistics and then took on a number of analyst roles in finance… then someone in operations decided that Ella looked like she had a good profile for sales operations. This led to Ella being scouted and shipped off to San Francisco to join a sales operations team.
The first thing Ella will do when she joins a new sales ops team:
The first action Ella will take when joining a new sales ops team is to create a very simple report for each sales rep to show them the numbers that they need to achieve in order to hit their quota for the next month.
The very act of showing each rep this data should build its own momentum. Reps must first understand and have visibility of leading indicators if they are expected to influence them.
Understanding internal dynamics
Ella has a very good sense of understanding of how to influence people within her organization. She has only recently expanded the sales ops team with a dedicated resource, prior to this she has been utilizing resources from other parts of the business to support her. And now she does have a team of two, she is shielding this person from other demands of the organization until he is fully ramped.
How Ella works with sales reps
When communicating with reps (Ella has a one on one relationship with each rep), Ella first tries to understand:
- Where they are coming from
- What they need
- What’s driving them
She then uses this data to communicate with them in a meaningful way…
“There is no one number that will tell you what you need”
Ella states that “there is no one number that will tell you what you need”. However, Ella most enjoys measuring positive numbers such as win rates. This is because Ella sees the core role of operations is to drive business success.
Biggest sales ops inspiration:
Ella’s biggest sales operations inspiration is Brad Kinnish, who used to be the CFO at Ella’s previous business: Maryn Software.
- Brad Kinnish – Chief Financial Officer at Aryaka Networks
Subscribe To Sales Ops Demystified:
Quote:
Table of Contents
Share this article
Sign up for Insights
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
Why 52% of New Revenue Now Comes From Existing Customers
In this episode of Revenue Insights, host Guy Rubin sits down with Ben O’Mathuin, Principal Consultant at Customer Lift, to explore how companies can transform Customer Success (CS) from a retention function into a strategic revenue driver. Discover why traditional QBRs are becoming obsolete, how to create meaningful C-suite engagement, and the practical frameworks for…
This VP Grew Revenue from $15M to $45M Using These Sales Strategies | Mikey Abts
In this episode of Revenue Insights, host Guy Rubin sits down with Mikey Abts, Vice President of Sales at Recast Software, to explore the evolving landscape of sales-generated opportunities. With a unique career path spanning law, litigation finance, and enterprise sales at SAP Concur and Nintex before leading global sales at Recast, Mikey brings a…
Why 75% of Sales Deals Fail (And How AI Can Fix It)
In this episode of Revenue Insights, Guy Rubin sits down with Vanessa Metcalf, VP of Global Revenue Enablement at Showpad, to explore the evolving landscape of sales enablement. With over 18 years of experience spanning sales, enablement, and strategic operations, Vanessa offers invaluable insights on measuring enablement effectiveness, driving cross-functional alignment, and leveraging AI to…