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Tools Mentioned:
- Salesforce
- Netsuite
- Pardot
- Loopio
- Insight Squared
Key Takeaways
See those you help as customers
See your sales staff as customers. Everyone in the organization is either supporting or relying on sales in some way.
You have to hold yourself accountable to the organization and the people you’re helping. They become an extension of your operation.
Find your champions to roll out new processes
Jeff engages individuals with high, middle, and low performance in new processes before rolling them out to the entire team. These people can then help sell the process to the rest of the team as evangelists and reinforce the standard.
Scaling one-on-one relationships
Jeff is currently responsible for 13 reps and is able to maintain a close one-on-one relationship with all of them.
At his previous business, he saw that to keep that intimate relationship with the sales org you had to focus your one-on-one’s with management, but keep an ear trained on how they engage with their teams.
A single conversation point for forecasting
Baker Hill’s sales forecasting process used to be an export from SFDC to a spreadsheet before nine, which was then forwarded on to the leadership team for their weekly forecasting meeting
The process now sits 100% within Salesforce as the leadership review everything from where the data is housed.
Baker Hill’s executive team still sit in on the weekly sales forecasting call and offer help to close big deals.
The KPI that stands out from 20 years of working in sales ops
Your win rates and closed lost reasons. Why did we win or lose this deal? Who did we lose this deal too and who did we beat with this deal?
Often knowing why you won a deal is equally as powerful to know why you lost. It identifies what you need to do more of and what you need to do less of.
It’s important to remember the standard KPIs like the average deal cycle and average deal size metrics.
This serves as a very valuable feedback loop into the lead generation process.
Who has influenced you in your career?
Looking back on his career, the key figures that stood out included Matt Buly and Mike Retts of Angies List
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