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What do you look for in a RevOps leader who can genuinely partner with Sales rather than just police it?

Ignacio Castroverde

Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • Jun 11

I look for someone who understands the field, not just the dashboard.The best RevOps leaders are data-driven, but they're also commercially minded. They understand what s...

351 Views

What's the fastest way to kill a RevOps initiative before it even gets started?

Ignacio Castroverde

Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • Jun 11

Trying to do too much, too fast, without a clear business outcome.The fastest way to kill a RevOps initiative is to turn it into a massive transformation program with too...

347 Views

What's the one pipeline metric most SMB sales leaders are measuring wrong?

Ignacio Castroverde

Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • Jun 11

Pipeline size. And I know that sounds a little controversial, because of course you need enough pipeline.The issue is that too many SMB sales leaders look at pipeline cov...

328 Views

How do you get field sellers to trust the data coming out of RevOps when they think they know their territory better than any dashboard?

Ignacio Castroverde

Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • Jun 11

This is probably my favorite question because sellers are often right: they do know their territory, customers, and partners better than any dashboard ever will.The mista...

346 Views

Where does the Sales–RevOps relationship most commonly break down, and what's your fix?

Ignacio Castroverde

Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • Jun 11

The relationship usually breaks down when RevOps becomes the reporting police, or when we ask Sales to change the way they work without bringing them along for the journe...

332 Views

How do you decide what lives in the Program Office versus what belongs in Sales Operations?

Ignacio Castroverde

Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • Jun 11

For me, the distinction is pretty simple.Sales Operations owns the business of today. The Program Office owns building the business of tomorrow.Sales Ops should be focuse...

322 Views

When you think about "revenue acceleration," what does that actually mean in practice versus how most companies define it?

Ignacio Castroverde

Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • Jun 11

Most companies think revenue acceleration means more pipeline, faster. That's part of it. But it's a pretty narrow way to look at it.To me, it's about removing friction a...

340 Views

How do you align Sales and RevOps around a single revenue number at the SMB/Mid-Market level?

Ignacio Castroverde

Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • Jun 11

One principle first: there can only be one number. Sales, RevOps, and Finance can each come in with their own inputs, but everyone needs to be looking at the same revenue...

373 Views

Revenue Ops Stakeholders · Revenue / Revenue Ops Alignment