Table of Contents
Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
Data-Driven Growth: Revolutionizing Sales Performance with Brad Cross, CRO at Upflow
This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Brad Cross, Chief Revenue Officer at Upflow. In this episode, Guy and Brad explore the evolution from product-led to value-led sales, the importance of effective qualification, and strategies for improving sales team performance. Brad Cross is the Chief Revenue Officer at…
Lessons in Scaling Cybersecurity Sales with Dean Hickman-Smith
This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Dean Hickman-Smith, Chief Revenue Officer at HackerOne on Scaling Cybersecurity Sales. In this episode, Guy and Dean explore the evolution of sales leadership, the power of community in B2B sales, and how AI is transforming sales enablement and performance. Dean Hickman-Smith…
Building High-Converting Teams with Sean Murray of LeadIQ
This week on the Revenue Insights Podcast, Graham Smith speaks with Sean Murray, Senior Director of Sales and Sales Development at LeadIQ. In this episode, Sean shares his journey to tech sales, discusses his approach to building high-performing SDR teams, and explains why quality outreach trumps quantity in today’s sales landscape Sean Murray is Senior…
Tracking & Accountability in Revenue Operations with Krystal Diel, Director of Revenue Operations at Capacity
This week we are talking to Krystal Diel, Director of Revenue Operations at Capacity. With a passion for learning and improvising the processes, Krystal shares how diverse life experiences can speed up learning, the evolution of sales operations, and the significance of tracking in streamlining your operation.
Table of Contents
Diverse industrial experiences and sales enablement
Krystal started her career in 2008 at Lindenwood University as a Resident Directors’ Assistant, after which she joined Dynamic Fitness Management as a personal trainer and fitness professional.
After working in a few different industries, Krystal finally explored her passion for sales and operations when she joined BizLibrary in a sales representation and development capacity.
At BizLibrary, Krystal realized the significance of sales processes and how they help in sales growth and delivery. With a view to exploring the sales processes and operations further, Krystal joined Capacity as a Manager of Business Development but soon got promoted to Director of Sales Operation and Enablement. She’s currently the Director of Revenue Operations for Capacity.
Every life experience is a learning curve
Krystal shares that she learned crucial aspects of business, such as the difference between cold, discovery, and follow-up calls, the procedure of tracking, and evaluating performance metrics from her past work experiences.
Creating performance evaluation metrics and evaluating the best ones motivated Krystal to enter into sales operations.
Priorities for 2021
Krystal believes that sales operations dynamics are evolving with the digital era. With COVID-19, the need for automation in the sales operations processes have increased like never before.
Therefore, Krystal’s plans for 2021 are to drive more discipline to revenue operations and consistency to sales. She plans to accomplish this by automating the processes at Capacity.
“Tracking and accountability is everything, as it helps you meet the timelines and makes operations efficient.”
Another priority for Krystal in 2021 will be robust follow-ups on projects. She plans to improve her team’s understanding and use of Jira, which Krystal believes will help in auto-scheduling, delivering, and following up with the ongoing tasks in real-time. She believes that keeping project tracking in real-time gives you a clear vision of organizational performance.
Challenges for sales and revenue functions in 2021
Krystal believes that with remote working now being commonplace, keeping processes aligned, meeting timelines, and creating a disciplined working environment will be the real challenge in 2021. It provides less control over employees and their timelines. Krystal believes that “Remote work can never replace the office environment and discipline”.
No#1 metric for 2021
Krystal mentions that she is focusing on understanding her sales reps in 2021 to ensure that everyone fits into the right role and has the right responsibilities.
Who in the world of sales ops would Krystal like to take out for lunch?
Krystal mentions being inspired by all the people she follows on LinkedIn. If she has to mention one person that would be Taft Love, as he has the same career trajectory as Krystal.