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:

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 Build a Single Source of Truth to Make Better Decisions With Briana Yarborough, Co-Founder at C-Model

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Briana Yarborough, Co-founder at CModel. They discuss how C-Model combines big data at companies with AI models to deliver decision intelligence and sales revenue prediction. Along the way, Briana shares her insights of working with companies across the growth spectrum, from tech startups to enterprise-scale companies.

The Scaling Journey from 0 to $5 Million at a SaaS Startup With Stuart Dale, VP of Revenue, at Screenloop

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Stuart Dale, VP of Revenue at Screenloop. They discuss the roadmap for taking a SaaS startup from zero revenue to $1 million and from $1 million to $5 million and beyond. They also discuss the type of talent required at each milestone of scaling.

Always Be Planning – A Look at Zero-Based Budgeting and Change Management with Kimberley Haley, VP of Revenue Operations at Talend

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Kimberley Haley, VP of Revenue Operations at Talend. They discuss the concept of ABP (always be planning), zero-based budgeting, and internal change management to retain customers and stay ahead of the competition in challenging times of industry contraction. They also discuss best practices to follow to succeed in a dynamic business environment.