AMA: Databricks Senior Director Sales Execution, Justin Trana on Revenue Strategy Execution
August 29 @ 10:00AM PT
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How do I get my marketing leader on board if automation is key to my strategy?
My marketing leader was on board with my strategy and helped me craft it but now that I have started creating process flows in the MAP they are saying they want to own any process changes and decide when they will be implemented.
Databricks Senior Director Sales Operations • 2y
Simple as it seems, I think what really matter is that you present what's in it for them first and foremost. The marketing team will have a very specific POV for what rea...
1405 Views
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What is the best format to create a data dictionary for the company to align everyone on terms so we speak the same language?
I was thinking of creating this as a word doc and sharing.
Databricks Senior Director Sales Operations • 2y
The best data dictionaries live in a system of record connected to the data source itself. Tools like Unity Catalog on Databricks or Alation surface the dictionary and go...
1714 Views
1 request
The first phase of my revenue plan involves overhauling the handling of all inbound leads. This will take at least 2 months to implement. What’s the best place to start with this to minimize the pain that the sales and marketing teams will feel?
I was thinking about starting with the lead source fields and routing automation.
Databricks Senior Director Sales Operations • 2y
The hardest thing to do in this type of transition is to force the sales and marketing teams to pivot twice. What I would recommend focusing your energy on is how you can...
2280 Views
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How do I decide which tactical piece to implement first in our strategy for revenue engine?
I have developed our first company strategy for our revenue engine and I have buy-in at the exec level.
Databricks Senior Director Sales Operations • 2y
Whatever makes the sales team more effective! The more you can focus on the tooling and infrastructure that keeps the sales team effective and focused on selling, not adm...
1349 Views
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How do I ensure that the revenue dashboard is accurate and updated in a timely manner?
I am working on our first revenue dashboard and I want it to be as accurate as possible. I am building it in Salesforce and using the opportunity stages as percentage indicators towards closed won. This is a new process and I am finding that the sales team is not updating the stages in a timely manner which is impacting the dashboard.
Databricks Senior Director Sales Operations • 2y
The data on this type of dashboard is truly only as good as the input from the sales reps. The most effective way to get this data moving, with accuracy is to hold accoun...
1734 Views
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What are the long-term metrics that you prioritize reviewing in running your organization?
I believe organizations that I have been a part of spend too much time prioritizing short-term metrics (pipeline, forecast, YoY growth, etc.), and I notice this is especially true when creating deep partnerships with Sales leadership. What do you look at to determine the future health of your organization (ex: new logo wins, # of partner wins and contribution, growth in pull-through services)? How do you balance focus on short and long-term health?
Databricks Senior Director Sales Operations • 2y
New logo lands and partner activity are great measures of long term success. I would also but renewal rates, average deal size, and length of contract terms (e.g. 1 vs 2 ...
1407 Views
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What are some ways I can leverage partnerships and community sponsorships without a huge budget?
I made a short list of communities and micro influencers that I planned to explore but I just got word that the budget has been drastically cut.
Databricks Senior Director Sales Operations • 2y
While it generally takes more time, look for ways to find joint go to market opportunities or ways you can partner through a third party to build a relationship. For exam...
2363 Views
1 request
Databricks Senior Director Sales Operations • 2y
Start with listening. The number 1 advocate and driver of a revenue strategy is the sales leadership team. Take the time to listen to this new sales leader and understand...
1651 Views
1 request