AMA: LinkedIn Director, Sales Operations & Strategy, Alexa D'Sa on Sales/Revenue Ops Alignment

I would think about processes as aligned to different audiences.For reps and managers, scaled comms such as integrating into existing newsletters tend to work in my exper...

Cultivating sales ownership is critical here.An example I’ve seen is a Sales VP wanting to push an operational improvement that the Ops team didn’t think was urgent / imp...

This is a great question and hard to measure well.I would say minimizing number of escalations would tell you alignment is working well - that would mean sales and Rev Op...

Both should be targeting forecast accuracy in addition to hitting the number. A sales leader’s primary goal is to hit the number and secondary goal is to forecast accura...

Rev Ops should be balancing internal and external perspectives to stay ahead of trends.For external, think: What’s going on in my industry?What’s going on in my function?...

Agile prioritization and scoping are the key.For example next week we have a review for two product lines that will bring up long term strategic implications for our GTM...

The top challenges I’ve seen come down to trust and prioritization.With trust, you have to get to the root cause of why there’s a lack of trust before you can fix it. I l...