Table of Contents

Share this article

Learn from the brightest minds how to predictably and efficiently grow revenue.

Related Content

Building Strong Sales Partnerships with Willem Hendrickx, CRO of Vectra AI

How do you create a successful sales partnership? Can you prioritize both quality and quantity in your pipeline? Discover the answers and more with Willem Hendrickx, CRO at Vectra AI, on this week's Revenue Insights Podcast.

How to Close 7+ Figure Deals with Paulo Veloso, CRO at Digibee

From Latin America to global CRO, Paulo Veloso brings unique insights. He honed his outcome-based selling skills in budget-conscious markets. Now, he's applying those strategies and building high-performing teams at Digibee. Get his expert perspective on the Revenue Insights Podcast.

Closing the Sales Performance Gap with Fractional CRO John Hammond

Want your sales team to excel? Join us on the Revenue Insights Podcast as Fractional CRO John Hammond discusses the often-overlooked human side of sales success. We'll uncover what makes top reps different, why understanding your team matters, and how to build a high-performance sales culture.

 

Formerly Vice President, NA Sales Operational Excellence: Dale Reineke of Emerson Automation Solutions

Dale Reineke jumped onto Sales Operation Demystified and shared his knowledge of the sales operations. Check out all the other episodes of Sales Operations Demystified here.

You can learn more about:

 

Table of Contents

Tools

Key Takeaways

Building up a sales operations career

Former Vice President of Sales & Operational Excellence at Emerson Automation Solution, Dale Reineke started his career from the ground-up as a customer-facing field service engineer and his diligent nature helped him work up through the organization. His professional journey from a successful sales role to being promoted to sales manager involved various responsibilities like hiring, training, and developing sales and regional managers. By this point, Dale managed about half a million dollars of business for multiple business units and optimized the production line at Emerson. 

Dale’s need to drive sales excellence and his fascination with sales, earned him the position of Vice President, for the North American organization of Emerson. Dale felt that he was the right fit for this position. He had a broad role in sales, operational responsibilities that involved HR in terms of talent acquisition and worked closely with the account management and project team.

 He served for about 16 years in sales and sales management, before moving into the operational side of sales.

Salesforce sales methodology

While it is important to have company goals in mind, Dale focused on North America with the role of driving a global standard within the business for processes, technology, and methodology, including several thousand salespeople. Dale can attribute just one factor to the impact on the efficiency of the sales team which was implementing a consistent sales methodology. Dale stated it had an immense impact on the selling organization: “you have to have a sales process”.

Solution selling

For Dale, selling has changed dramatically in the last two years. Typically customers now have a better understanding of the marketer before reaching out to a sales rep. He explained that solution selling focuses on observing customers’ desired end goal and buying behavior then adapts the solution to be sold accordingly.

Dale’s take on sales forecasting 

Forecasting is a very easy and interesting process when you are in a stable environment”, states Dale. Unfortunately the environment has become rather unstable in the past few months so Dale is sympathetic with his fellow sales ops ninjas right now!

#1 sales metric – sales management performance

Dale states that we must look at a metric that focusses on moving opportunities through the sales pipeline. Dale believes that narrowing down such a complex process to only one metric is incorrect, but if he had to pick one, he would look at the performance of sales management.

This is an interesting take that we have yet to see from a guest… instead of measuring rep or business performance in his chosen metric, Dale instead prefers to look at the performance of his sales managers.

Dale’s biggest influence:

His biggest influence was one of his sales superiors whom he had a lot of praise for and an amazing manager that coached him over many years:

  • Jeff GreenlundSr. Field Sales Engineer at Micro Motion, Inc.
  • Steve Kinz – Vice President North America Oil and Gas at Emerson Automation Solutions
  • John F. Gardner – Retired-President-Global Strategic Accounts at Emerson

Subscribe To Sales Ops Demystified

Quote