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In this episode of Sales Ops Demystified, Tom Hunt is joined by Cameron Bumstead, Former Senior Sales Ops Analyst at BigTime Software and Current Revenue Ops Consultant at Go Nimbly. They discuss transitioning into sales ops, how to enable sales reps to be more productive, and the importance of a dedicated sales coordinator role.

Transitioning into Sales Ops 

While in the thick of his job on the Sales team, Cameron realized he preferred the theory of sales over physically conducting activities that lead to a sale. As he sought out a sales ops role, he came across an opening with G2 Crowd and jumped on the opportunity.

BigTime Software’s sales team structure

BigTime Software has around twenty sales reps, ten business development reps, a few account executives, approximately ten people in customer success, and a new hire who will help Cameron with finance and operations analysis.

A focus on Sales Ops in 2021

In 2020, BigTime Software focused on creating a stable, repeatable process that relied on correct data. In 2021, they are focusing on doing the same with business development and customer success processes. Expanding the use of Tableau for BI will help ease the pressure off of the sales ops team that uses Salesforce reporting for analysis and business intelligence work. They don’t have a dedicated marketing ops role as of now, but they may add one as the sales ops team expands. 

BigTime Software’s sales tech stack 

  • Groove for Salesforce automation
  • HubSpot for inbound marketing, sales, and customer service
  • Zoominfo for B2B database and contact management
  • Chili Piper for meetings

BigTime Software’s forecasting process 

They have a basic forecasting process in which they use a three-color scheme (red, yellow, green) to mark the status of a lead. Tableau is beginning to find its way into BigTime Software’s process for more in-depth BI.

Enabling sales reps to be more productive with a Sales Coordinator role

They created a dedicated role for sales coordination whose job is to help pull all leads from sources and push them to their business development executives. This means BDEs have their lead feed coming from Salesforce directly so they don’t waste their time on sales prospecting. 

This role works closely with the sales team and BDEs – both physically and in terms of org structure. The person in this role helps execute the sales strategy and also serves as a feedback channel between BDEs and strategy.  The most important benefit of having a dedicated person for this role is that new sales reps can ramp up into their new role much faster.

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