Table of Contents
Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
Why Value Alignment is the New Growth Engine, with Dan Sylvester, SVP of Revenue at SundaySky
In this episode of Revenue Insights, host Adam Roberts, Sales Director at Ebsta, sits down with Dan Sylvester, SVP of Revenue at SundaySky to explore the evolution of B2B sales and customer success. Dan shares insights on the growing importance of personalized video content, maintaining brand consistency while democratizing content creation, and redefining customer success…
Why Sales Training Fails – And How AI is Fixing It with Ivy Holt, Head of Global Revenue Enablement at PagerDuty
In this episode of Revenue Insights, host Guy Rubin sits down with Ivy Holt, Head of Global Revenue Enablement at PagerDuty, to explore the evolving role of enablement in driving sales success. Ivy shares insights on the distinction between revenue operations and enablement, the challenges of measuring effectiveness, and the impact of AI and remote…
Why Remote-First Sales Leadership Actually Works, Raja Agrawal, VP of Sales at BrowserStack
In this episode of Revenue Insights, Adam Roberts is joined by Raja Agrawal, VP of Sales at BrowserStack, to discuss his journey from a rural Indian village to global sales leadership, the evolution of B2B buying behaviors, and strategies for managing a 100% remote global sales team. They also explore the impact of AI on…
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
Subscribe To Sales Ops Demystified:
Quote:
