Leading A Sales Operation Team with Guy Weigert, VP Sales Solutions of SimilarWeb

Guy Weigert jumped onto Sales Ops Demystified to share his knowledge and experience in managing a sales operations team. Check out all the other episodes of Sales Operations Demystified here.

You can learn more about:

 

Tools Mentioned:

Key Takeaways

Why Guy moved from the sales side to the sales & business size

Guy previously had experience in finance roles within the logistics industry, he then moved over to help start the sales operations team at the ad tech business Criteo. In this role, he was getting closer to the customer and enjoyed learning more about the customer and how to shape a product around helping them.

He then combined his passion for helping customers with his passion for help salespeople in his new role as the VP of SimilarWeb’s Sales Solution. Guy manages a team of six people and has access to a team of twenty sales reps that are bringing this product to market.

How is Guy working with his reps?

Guy, is running the following initiatives with a view to increasing the productivity of his sales reps:

  • Monthly team meetings with all product team and reps to keep everyone up to date with sales and product progress
  • Bimonthly pipeline review meetings with different sales team segments: SMB vs Enterprise to work with reps on their deals
  • Instant messaging support for reps to answer questions and provide insights
  • Working one on one with reps on their sales decks and email cadences to ensure this as potent as possible

“Sales ops resources need exposure to the sales process”

Guy states that to be effective in sales operations, you need to have some exposure to the sales process in order to give credible recommendations to reps. This doesn’t have to be ongoing, but at some point in the first ninety days, you should either run sales demos or shadow your reps throughout the process.

Without this, it’s hard for you to advise or add value to your reps: they simply won’t listen to you.

Guy’s favorite sales metric…

Guy chose: “Number Of Opportunities Created” as the only sales metric that he would measure if he could only measure one. This is because it very simply gives you a quick idea of the health of your pipeline and individual sales reps.

Moving from a buyer to the seller

I have seen a few companies doing this… they employ the buyers of their solution from a business that they have sold their product/service too. Why does this work? You are bringing someone into your team that has an intimate knowledge of the pain points of your market (as they used to have these pains). And therefore, you can use this knowledge/empathy to improve your sales process.

That said, this has to be done carefully as you don’t want to upset your customer!

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

Building Relationships and Using STRONGMAN Strategy to Close Sales Cycles with Bion Behdin, CRO and Co-Founder of First AML

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Bion Behdin, Chief Revenue Officer and Co-Founder of First AML, a Regulation Technology company providing end-to-end Customer Due Diligence solutions. Bion is passionate about building relations because relationships help in closing deals. The episode is filled with insights on how to build relationships with the right personas. Bion also does a deep dive into the STRONGMAN strategy for managing the critical areas of the sales cycle.

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.