Table of Contents
Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
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 & Marketing Synergy: Secrets to Revenue Growth with Brady Holcomb
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Brady Holcomb, Fractional CRO at Matium. In this episode, Guy and Brady explore the critical need for aligning sales and marketing teams through shared revenue goals, insights on effective lead qualification, and the transformative role of AI in sales. …
Director Of Sales Operations: Kali Berry of Remesh
Kali Berry jumped onto Sales Operations Demystified to share her knowledge and experience in Sales Operations. Check out all the other episodes of Sales Operations Demystified here.
You can learn more about:
Table of Contents
Tools Mentioned:
Key Takeaways
Kali spent time cold calling…
Like many other guests, Kali’s route into sales operations came through sales… after a couple of weeks of cold calling, Kali’s boss at the time mentioned that it may be better for Kali to move into a more operational role. Kali started with some basic sales admin, such as supporting with RFP’s… and then the business was acquired by Thompson Reuters.
The sales team then grew from thirty reps in the US to hundreds of reps globally… and Kali joined the sales operations team that supported them.
Using Salesforce to drive productivity
Kali mentioned that when she joined Remesh, each rep was spending a significant amount of time in Salesforce to input the data they were generating. After joining, Kali then set about automating small steps to give each rep back a number of minutes each day.
Kali prioritizes other projects to improve rep productivity by looking at both the impact of the project and the time and effort that it will take to complete.
Ensuring sales productivity in a remote working world
Over the past couple of weeks Kali and her team have taken a number of steps to ensure sales rep productivity as they are working remotely:
- Rolling out Docusign – ensuring all sales reps have the ability to distribute electronic contracts
- Extra training on Zoom – ensuring all reps are perfectly comfortable running remote sales calls
- Comprehensive resource repository – ensuring all documentation is saved online in a place that their sales reps can find
#1 metric: Phone Activity
Kali shared that the sales metric she would choose to measure if she could only measure one for the rest of her career would be simply: phone activity. She has found a strong correlation between the number of calls and the number of opportunities created by an SDR. Sales management uses this data to manage the performance of the sales development team.
Biggest influences:
Kali shares two big influences:
- Sam Jacobs – Founder of Revenue Collective
- Modern Sales Pro’s – Modern Sales Pro’s