Justin Trana

Senior Director Sales Operations, Databricks

Content

What are some ways I can leverage partnerships and community sponsorships without a huge budget?

Justin Trana

Databricks Senior Director Sales Operations • August 29

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 example, co-sponsorship of an event or partnering as keynote speakers to build mutual brand awareness. If there is something in it ......Read More

849 Views

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?

Justin Trana

Databricks Senior Director Sales Operations • August 29

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 make the current process as stable as possible until you are ready to "flip the switch" on the overhauled version. Even if the......Read More

630 Views

I am in the first phase of the execution of my strategy and we hired a new sales leader who wants to make big changes to our tech stack and rev strategy. What’s the best way to handle this situation?

Justin Trana

Databricks Senior Director Sales Operations • August 29

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 their underlying objectives while trying to keep the conversation agnostic of technology. Understand how they want to orient t......Read More

553 Views

How do I ensure that the revenue dashboard is accurate and updated in a timely manner?

Justin Trana

Databricks Senior Director Sales Operations • August 29

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 accountability via the sales leadership team. Opportunity stage progression measurement (aka "deal cycle time") should be a part of a......Read More

537 Views

How do I get my marketing leader on board if automation is key to my strategy?

Justin Trana

Databricks Senior Director Sales Operations • August 29

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 really matters to them, generally some form of attribution of up funnel activities to sales outcomes that helps them to measure RO......Read More

529 Views

What are the long-term metrics that you prioritize reviewing in running your organization?

Justin Trana

Databricks Senior Director Sales Operations • August 29

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 vs 5 year deals) as very strong indicators of the long term health of an organization that can easily be measured in the short ......Read More

522 Views

What is the best format to create a data dictionary for the company to align everyone on terms so we speak the same language?

Justin Trana

Databricks Senior Director Sales Operations • August 29

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 governance on the same platform as the end query. This makes is more efficient for users as well as more transparent to keep upda......Read More

506 Views

How do I decide which tactical piece to implement first in our strategy for revenue engine?

Justin Trana

Databricks Senior Director Sales Operations • August 29

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 admin, the better. Your customer in building a revenue engine is the sales org and if they are losing patience while you build str......Read More