Sales Operations Strategy with Tim McGee, VP of Sales & Commercial Operations at Elsevier

In this episode of Sales Ops Demystified, Tom Hunt is joined by Tim McGee, VP of Sales & Commercial Operations at Elsevier. They discuss staples of the sales ops role, modernizing the sales operations strategy during and after the pandemic. and Elsevier’s highest impact sales ops tools. 

Tim’s entry into Sales Ops 

A firm belief in process efficiency, removing barriers, and challenging historical norms has been the backbone of Tim’s approach to work. At IMS Health, Tim got his foot in the door in sales ops through a grooming program. 

Staples of the Sales Ops role 

The sales ops team sits between the sales teams and the rest of the organization. So process-based problem diagnosis and project management are the staples for a career in sales ops. 

Elsevier’s Sales Ops structure 

Tim’s core sales ops team has 10 people and they are supplemented by 18 other sales contracting reps. They work with about 110 sales reps from all parts of the US and Canada. Elsevier has over 1000 sales reps in total. 

Modernizing the sales process during and after the pandemic

A change in your customers’ business conditions will also trigger a change in how you do business. Define what the sales process means for you in this changed work scenario. Find those dependencies and look forward to reframing your organization’s message (if applicable). 

Analyze your tools to help uncover opportunities and necessities for optimization. Intelligent sales call recording and automated task prioritization helps sales reps and leaders overhaul their sales ops. Video sales tools help personalization of email outreach.  

Building effective relationships with sales reps 

Being empathetic and listening to your sales reps helps you understand how your sales reps are conducting business and where they need your help. You can help empower their messaging, simplify processes for them, and make them more effective sales reps. You can also help them look at issues from a different perspective to help them find solutions to their problems.

Communicating the benefits of a new tool to sales reps beforehand, particularly one as intrusive as sales call recording, helps ease them into the adoption of the new technology.

Partnering with sales in a deeper capacity helps you get the pulse of the sales team. Elsevier has a Sales Advisory Board to enable partnership with org-wide sales teams.

Elsevier’s highest impact sales ops tools 

Elsevier uses Tableau for their reporting and intelligence environments, Xactly for compensation and administration, and Franklin Covey for sales methodology. Everything is integrated into Salesforce, which is Elsevier’s hub for modernization, automation, and self-service functions. They are also using a sales conversation intelligence tool that works alongside Salesforce.

Elsevier’s sales forecasting process

A predefined sales cadence dictates the pace of work from one week to the next and across the whole month. They start the month by collecting sales data across all levels, then have a mid-month progress check-in, and move to daily check-ins as the month-end nears.  

Subscribe To Sales Ops Demystified:

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 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.

The Four-Step Framework to Reimagine Sales Teams with Ben Stroup, President at Velocity Strategy Solutions

In this episode of the Revenue Insights Podcast, host Lee Bierton is joined by Ben Stroup, President at Velocity Strategy Solutions, an on-demand strategy and management consulting firm. Ben shares his insights on how Velocity uses people, processes, technology, and data to reimagine sales and revenue teams, and move the needle toward a modern-day revenue operation and management approach. Companies must move from monitoring lagging indicators like revenue to analyzing leading indicators like customer acquisition costs (CAC) and customer lifetime value (LTV). Ben also touches on the importance of aligning internal teams to a common goal.