Table of Contents
Share this article
Learn from the brightest minds how to predictably and efficiently grow revenue.
Related Content
Greatest Hits: The Four Pillars of Revenue Operations with Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful
In this greatest hits episode of the Revenue Insights Podcast, host Lee Bierton is joined by Jake Hofwegen, VP of Global Revenue Operations and Enablement at Contentful. Jake provides an overview of revenue operations (RevOps) as well as insight into how it can be demystified to create a successful organization. He also explores his experiences…
Building High-Performing Sales Cultures in Technology with Joe McNeill, Chief Revenue Officer at Influ2
This week on the Revenue Insights Podcast, Guy Rubin, CEO of Ebsta, speaks with Joe McNeill, Chief Revenue Officer at Influ2, on how to build high-performing sales cultures. In this episode, Guy and Joe explore the shift towards person-based advertising, the importance of genuine connections with decision-makers, and the evolving landscape of B2B sales cycles….
Sales & Marketing Synergy: Secrets to Revenue Growth with Brady Holcomb
This week on the Revenue Insights Podcast, Guy Rubin, founder and CEO of Ebsta, speaks with Brady Holcomb, Fractional CRO at Matium. In this episode, Guy and Brady explore the critical need for aligning sales and marketing teams through shared revenue goals, insights on effective lead qualification, and the transformative role of AI in sales. …
Peer To Peer Grading: Jason Hanks of Filevine
Jason Hanks jumped onto Sales Operations Demystified to share his knowledge and experience in Sales Operations and peer to peer grading. Check out all the other episodes of Sales Operations Demystified here.
You can learn more about:
Table of Contents
Tools Mentioned:
Key Takeaways
Support ops “will be a thing”
Just as the great profession that is sales ops emerged around 20 years ago, support ops will also become a thing in the coming years. As the subscription business model becomes more popular, there will be a greater case for investing into the quality of customer support, which can be measured clearly through looking at upsells, cross sells and churns rates.
Astute businesses will aim to optimize these metrics, through investing in a support operations function that will become a crucial part of the revenue operations team.
Analyze the close rate by size of the deal
Through this analysis, Jason found that enterprise and mid-market deals with three times the size of the SMB deal being put through by the majority of SDR’s. He shifted his SDR resources to focus more on mid market and enterprise and ended up with just 15% fewer deals whilst tripling the size of the pipeline.
Paint the long term picture when influencing reps
When looking to influence reps to do something that you need them to do, it is useful to paint a long term picture. For examples, if you need them to implement a new lead generation process, it may be painful for them to learn this in the short term, but over time, you can tell them that it will make them more productive and will lead to larger commissions.
Peer to peer grading
Jason and Filevine have implemented something called peer to peer grading.
Each week, every SDR has to submit three sales calls to a peer, their SDR manager and Jason. Each person then grades all three videos using the Exec Vision software. The aspects of this grading feedback process is very powerful and I’m sure Jason’s SDR’s are going to improve at a rapid rate with the added social pressure of having to share sales calls with the people they work with each day.