Patrick Hogan 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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Patrick has had an amazing journey into sales operations…
Partick has 40 years of combined experience within the sales and technology worlds, he wrote his first line of code in 1979 and has since been in sales for 37 years. He is currently the sales operations director at MultiVista though he only transitioned into the role in the past year or so, he loves management and training younger sales people being a manager and training young salespeople.
Making that transition has been great for Patrick as he combines his love for technology, sales and people to enable his sales reps through training and ensuring they have the right tools.
How Patrick has increased the productivity of the franchisee sales reps
Led by Patrick, the MultiVista sales reps made themselves relevant to the clients at a time where maybe they weren’t looking to buy but still wanted to keep up to date with movements in the industry. They set up a campaign called: “Sharing Is Caring” and told salespeople to call prospects and customers to share something and not to sell something, reps gave they gave customers and prospect best practices that other construction firms are implementing during these challenging times. They are building trustworthy connections so that when the virus dies down, they will have a great bond with their pipeline which will in theory lead to more sales.
Patrick and the MultiVista team have also re-iterated cold calling training along with training on how to demonstrate the product through Zoom.
Patrick’s #1 sales metric to track…
The one sales metric that Patrick would track if he could only choose one would be the ratio of pipeline to quota. He shares that “pipeline is the lifeline” and that he likes to see an average pipeline to quota ratio of 3:1. If a sales rep has a ratio lower than this then Patrick will work with them one on one to find opportunities to boost pipeline.
Who has had the most influence in Patrick’s career?
A number of people have influenced Patrick’s career, such as:
- Mark Stuy – Chief Engagement Officer at Neural Impact
- Enzo DiMichele – Chief Sales Strategist at Neural Impact
- Kim Brown – Executive Director of Sales Operations at Hexagon’s Xalt Solutions division
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