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What's one metric most sales teams track that you think is overrated and what should they track instead?

Mollie Bodensteiner

SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 1mo

Activity metrics. Calls made, emails sent, sequences enrolled. All of it. It measures motion, not momentum. What I actually want to know: what's the quality-to-pipeline c...

367 Views

How do you ensure data quality in the CRM, and who owns it?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • Jun 25

Data quality is the eternal battle for sales ops and related teams. It's never been perfect, never will be perfect. But, getting it as good as possible is a joint effort....

366 Views

How do you keep Sales reps from seeing Ops as "the process police"?

Mollie Bodensteiner

SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 1mo

Change what you optimize for. Most ops teams measure compliance. Are reps following the process? I measure friction. Where is the process slowing a rep down, and is that ...

390 Views

How do you prioritize between short-term sales support needs and long-term operational infrastructure?

Mollie Bodensteiner

SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 1mo

I make the cost of the short-term visible. Every one-off request that comes through my team, I want to know if we're going to touch it again in 30, 60. 90+ days. If yes, ...

370 Views

How do you manage the tension between what Sales wants and what Finance/Legal will approve?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • Jun 25

I assume the tension you are talking about here is with deal terms like discount, contract structure, opt-outs, etc.We have tried hard to set up policies that provide gua...

333 Views

What's the hardest part of leading operations at the VP level that nobody warns you about?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • Jun 25

I think there are a few things that are hard as you get more senior in any role, not just revenue operations.1. It can be a lonely job. Everyone else on your team has pee...

349 Views

What skills do you hire for in a sales ops analyst that most people overlook?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • Jun 25

At the analyst level, I want to see curiosity and some interest in business more broadly. This won't come out in Excel/SQL tests, questions about what they know about Sal...

334 Views

What does your deal review/pipeline review cadence look like, and why?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • Jun 25

We run a few different reviews for deals and pipeline, with everything culminating in an exec forecast and business discussion each Friday.1. Weekly forecast meetings pro...

355 Views

What does a world-class sales operations function look like, and how far are we from that vision?

Tyler Will

Intercom VP, Revenue Operations | Formerly LinkedIn • Jun 25

My leadership team and I have attempted to define what world-class means in the RevOps/Sales Ops context. We started that exercise about a 1.5 years ago with a definition...

349 Views

What's the most counterintuitive lesson you've learned in sales operations?

Mollie Bodensteiner

SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 1mo

Speed kills more than it helps. The instinct in ops is to move fast. Close the ticket, ship the report, fix the thing. But the fastest answer to the wrong question just c...

379 Views

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