Podcast

Progression in a Sales Ops Role with Susan Metz, Senior Manager, Sales Operations at Turnitin

In this episode of Sales Ops Demystified, Tom Hunt is joined by Susan Metz, Senior Manager, Sales Operations at Turnitin. They discuss why a salesperson might transition into a sales ops role, the lessons she learned during her career in sales ops, and how TurnItIn handles acquisitions from a Sales Ops perspective. Susan’s Linkedin Turnitin Website Transition into a Sales Ops role A Salesforce Admin certification is a great way for busy salespeople to transition to a less hectic and more peaceful lifestyle in sales ops. This is particularly useful for those who wish to work remotely and want to…

How LinkedIn Maximised Impact on Sales Operations Activity with Akira Mamizuka, Vice President of Global Sales Operations, SaaS at LinkedIn

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Akira Mamizuka, Vice President of Global Sales Operations, SaaS at LinkedIn. They discuss the most impactful sales ops activity for LinkedIn in 2021, how LinkedIn works to improve the well-being of their employees, and how the sales ops planning process changes when a company expands to multiple geographies. Akira’s Linkedin LinkedIn Website Transition into Sales Ops Diagnostics, solution engineering, and planning are the key functions in management consulting. In sales ops, you get to implement these solutions in the real world.  Akira spent quite a…

The Power of the Sales Coordinator Role with Cameron Bumstead, Former Senior Sales Ops Analyst at BigTime Software

In this episode of Sales Ops Demystified, Tom Hunt is joined by Cameron Bumstead, Former Senior Sales Ops Analyst at BigTime Software and Current Revenue Ops Consultant at Go Nimbly. They discuss transitioning into sales ops, how to enable sales reps to be more productive, and the importance of a dedicated sales coordinator role. Cameron’s Linkedin BigTime Software Website Transitioning into Sales Ops  While in the thick of his job on the Sales team, Cameron realized he preferred the theory of sales over physically conducting activities that lead to a sale. As he sought out a sales ops role, he…

Combining Ops, HR, and Finance with Kenny Hsu, VP of Revenue Operations at AuditBoard

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Kenny Hsu, VP of Revenue Operations at AuditBoard. They discuss how sales leadership differs from the sales ops function, how sales reps can bring out the best value of their company through pricing flexibility, and how internal relationships can help secure investment in sales ops team expansion. Kenny’s Linkedin AuditBoard Website How many of your sales reps hit quota?  Ideally, 50-70% of the sales reps should hit their sales quota, but it’s only a best practice. Sales leadership needs more context than just a percentage…

The Next Evolution of Sales Ops with Neil Thomson, Global Director of Sales Operations, Corporate Solutions at JLL

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Neil Thomson, Global Director of Sales Operations, Corporate Solutions at JLL. They discuss how to tell a story through data, building data-driven storytelling skills in your team, the key focus of Sales Ops teams, and how Sales teams can make the best use of their data. Neil’s Linkedin JLL Website The transition from field sales to Sales Ops Larger sales teams need at least one dedicated Sales Ops role to take their sales function to the next level. This transition will free up the time…

Designing The Ideal Rep Experience with Dana Therrien, Senior Vice President, Worldwide Revenue Operations at Genesys

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Dana Therrien, Senior Vice President, Worldwide Revenue Operations at Genesys. They discuss the biggest trend in Sales Ops, why a company should reflect on its sales ops culture, and what they can do to create a culture of enrichment in Sales Ops.  Dana Therrien’s Linkedin Genesys Website Dana’s motivation for Sales Ops  A conversation with a fellow member of his MBA Program cohort at Boston University led Dana into the Sales profession. As he grew into this role, he began loving the operations and people…

The Secret To Increasing Salesforce Usage with Peter Charshafian, Senior Sales Excellence Manager at GlobalWebIndex

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Peter Charshafian, Senior Sales Excellence Manager at GlobalWebIndex. They discuss how Sales Ops roles are being thought of as “Sales Excellence” roles, how data helps build a baseline level of trust across entire organizations, and how to build standardized dashboards. Peter’s Linkedin GlobalWebIndex Website Peter’s transition into Sales Ops  Peter’s transition from an SDR role into Sales Ops began when someone in marketing, who was maintaining Salesforce at one of his previous organizations, quit. The flexible nature of work in a startup helped founders recognize…

Do Not Overload Your Sales Team with Jani Levӓnen, Director of Sales Effectiveness at Iron Mountain

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Jani Levӓnen, Director of Sales Operations at Iron Mountain. They discuss how sales ops should be positioned in relation to the sales team, how to get started on creating a globalized sales ops function, and how to bring simplicity to your sales process so that you don’t overload the sales team. Jani’s Linkedin Iron Mountain’s Website The difference between Sales Ops and Sales Effectiveness  Sales effectiveness is like an “umbrella term” that covers all the different elements that improve your sales. It includes sales operations,…

The Most Difficult Job in the World with Carl-Johan Färnström, Head of Business Operations at Mynewsdesk

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Carl-Johan Färnström, Head of Business Operations at Mynewsdesk. They discuss CJ’s journey from Sales Ops to Business Ops, cleaning up Mynewsdesk’s tech stack, and how they plan to overcome Salesforce CPQ implementation problems. Carl-Johan’s Linkedin Mynewsdesk’s Website Carl-Johan’s journey from Sales Ops to Business Ops CJ’s role as an Account Manager helped him appreciate the difficulty of a salesperson’s job. Along this journey, he realized his strength for systems and processes while working in a sales role at Projectplace International AB. He got the chance…

Sales Enablement in the Digital Age with Kathy Chou, SVP of Worldwide Sales Strategy and Operations at VMWare

In this episode of Sales Ops Demystified, Tom Hunt and Alex Freeman are joined by Kathy Chou, Senior Vice President of Worldwide Sales Strategy and Operations at VMWare. They discuss the role of sales enablement in the digital world, how to measure its ROI, and uniting sales ops with marketing and customer success ops through sales enablement. Kathy’s Linkedin VMWare’s Website Sales enablement is critical in a digital world  The focus must be on training your internal operations teams the same way you would train your customers and sales partners.  VMWare has taken the approach of treating enablement as a…