LIVE From Revenue Excellence Summit: RevOps in Rapidly Scaling Sales Orgs
Typically, we bring just one incredible operator for us to learn from on this podcast, but this week, we've got 4.
I recently hosted a RevOps panel at Modern Sales Pros’ Revenue Excellence Festival, or as MSP called it, a virtual festival for sales nerds, and we're bringing that conversation to the feed.
The Operations panel was all about trying to scale in the midst of rapid growth. Cindy Hancock, Senior Director of RevOps at HighSpot, Henry Mizel, VP of Revenue at Apollo, Meagan Lloyd, Director of Operations at Anyroad, and Melodie Schwartz, VP Enablement and Operations at Spiff joined me to talk about the routines and cadences they use to bring order to chaos, the way they break down the complex into the simple for their internal partners, and it wouldn’t be a live panel if we didn’t take some curveball questions from the audience along the way.
(2:00) Routines & cadences essential to managing rapidly scaling teams
(7:45) What Meagan’s relationship with sales looks like
(9:14) How revenue operations can earn trust with their sales team without having a sales background
(12:30) How RevOps leaders can help sales managers “run their business”
(14:40) Prioritizing the right reports
(16:03) The best ways for Operations teams to communicate with the broader organization
(19:57) What alignment between sales and product teams looks like
(26:02) How to make sure all teams are aligned in solving the same problems
(27:13) Cindy’s framework for finding business problems
(32:58) How to ensure your solutions will scale
(34:35) How to balance speed with process
(35:56) How to move beyond being just the “integrations person” to your broader organization
(39:54) When Rev Ops teams have to manage & administer comp plans and deal desks
Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on Twitter (@Seany_Biz and @DriftPodcasts) and all of the guests on LinkedIn.