Table of Contents
Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
Why Top Sales Leaders Get Coaching Wrong – And How an Olympian Fixes It with Matt Hemingway
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Matt Hemingway, Vice President of Sales and Operations at Axcient, to explore how disciplined coaching, intentional leadership, and a culture-first mindset drive sustainable sales performance. Drawing on his background as an Olympic silver medalist, Matt shares how the mindset of…
How Top Performers Handle Objections 80% Earlier, with Hervé Timsit from EDB
In this episode of Revenue Insights, host Guy Rubin, CEO of Ebsta, sits down with Hervé Timsit, Chief Revenue Officer at EDB, to explore objection handling and the evolving landscape of enterprise software sales. With over 17 years of experience, Hervé shares insights on leading global sales teams, implementing data-driven strategies, and the critical role…
Why Value Alignment is the New Growth Engine, with Dan Sylvester from 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 value alignment and 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…
Sales Ops in a Remote World with Zane McCarthy, Sales Operations Lead at Fieldwire
This week, we are talking to Zane McCarthy, currently serving as Sales Operations Lead at Fieldwire. With a return to in-person office work on the horizon, many ops and sales leaders wonder what a mixed or fully remote sales ops team will look like.
Table of Contents
Sales vs Ops
At Fieldwire, Zane works in Sales Ops in conjunction with sales reps, business ops, and marketing ops teams. The advantage of such collaborative working is being able to execute your ideas across the funnel and have tighter integration between Sales, Marketing, & Business teams.
Fieldwire’s sales tech stack
Fieldwire uses Salesforce with integrations for cadencing, click-to-call dialling, and other supporting tools.
Adapting to a remote sales approach
The creation and regular updating of documentation becomes all the more important when working remotely with clients and your team.
Human connection in a remote team
Getting to know your remote team members on a personal level helps improve motivation and morale. Switching between video and audio calls also helps that team operate smoothly in a remote environment.
The return to normal
Zane considers sales forecasting and pipeline review “in-person events”. However, certain people can be incredibly productive with remote sales ops. It’d be wise to find a customized mix between the two modes of working in the future.
Old data points may not be as reliable as they once were. Leaders will rely on the reps’ personal communication with the clients and their gut feeling about the deal in this remote atmosphere.
Highest value sales KPI’s
A robust qualified pipeline helps the team identify what worked and make accurately predictable forecasts. Even in a pandemic period, this metric helps test conversion hypotheses and promotes measurable growth.
Do organizations need a salesforce admin?
Smaller organizations might not need someone to operate in a Salesforce administration role, but they do need a person with robust Salesforce skills to navigate the system. As the organization grows and includes several sales reps with Salesforce licenses, it becomes imperative to separate the Salesforce administration responsibilities into a new role. Salesforce Trailhead allows the Ops team to learn the backend and create an abstraction so the sales reps could don’t have to worry about the admin side of things.
Zane’s biggest inspiration
Zane credits Dave Morel as his biggest inspiration. He would like to have lunch with Matt Bertuzzi whose book “Lightning Sales Ops” inspired him to excel in sales ops with a healthy attitude.