Table of Contents
Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
Transforming Productivity Metrics with Mike Perrone, Chief Operations Officer at Prodoscore
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Mike Perrone, Chief Operations Officer at Prodoscore. In this episode, Guy and Mike discuss data-driven productivity scores, bridging employee flexibility with executive accountability, and how to empower sales teams through actionable insights and tailored coaching. Mike Perrone is Chief…
Greatest Hits: The Four Pillars of Revenue Operations with Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful
In this greatest hits episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful. Jake provides an overview of revenue operations (RevOps) as well as insight into how it can be demystified to create a successful organization. He also explores his experiences…
Building High-Performing Sales Cultures in Technology with Joe McNeill, Chief Revenue Officer at Influ2
This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Joe McNeill, Chief Revenue Officer at Influ2, on how to build high-performing sales cultures. In this episode, Guy and Joe explore the shift towards person-based advertising, the importance of genuine connections with decision-makers, and the evolving landscape of B2B sales cycles….
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.
Table of Contents
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.