Sales Operations Manager: Jeff Davies of Baker Hill

Jeff Davies 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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Tools Mentioned:

  • Salesforce
  • Netsuite
  • Pardot
  • Loopio
  • Insight Squared

Key Takeaways

See those you help as customers

See your sales staff as customers. Everyone in the organisation is either supporting or relying on sales in some way.

You have to hold yourself accountable to the organization and people you’re helping. They become an extension of your operation.

Find your champions to roll out new processes

Jeff engages individuals with high, middle and low performance in new processes before rolling them out to the entire team. These people can then help sell the process to the rest of the team as evangelists and reinforce the standard.

Scaling one-on-one relationships

Jeff is currently responsible for 13 reps and is able to maintain a close one-on-one relationship with all of them.

At his previous business he saw that to keep that intimate relationship with the sales org you had to focus your one-on-one’s with management, but keep an ear trained on how they engage with their teams.

A single conversation point for forecasting

Baker Hill’s sales forecasting process used to be an export from SFDC to a spreadsheet before nine, which was then forwarded on to the leadership team for their weekly forecasting meeting

The process now sits 100% within Salesforce as the leadership review everything from where the data is housed.

Baker Hill’s executive team still sit in on the weekly sales forecasting call and offer help to close big deals.

The KPI that stands out from 20 years of working in sales ops

Your win rates and closed lost reasons. Why did we win or lose this deal? Who did we lose this deal to and who did we beat with this deal?

Often knowing why you won a deal is equally as powerful to knowing why you lost. It identifies what you need to do more of and what you need to do less of.

It’s important to remember the standard KPIs like the average deal cycle and average deal size metrics.

This serves as a very valuable feedback loop into the lead generation process.

Who has influenced you in your career?

Looking back on his career, the key figures that stood out included Matt Buly and Mike Retts of Angies List

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