Tom spoke with Abby Evans, Sales Operations Manager at Financial Recovery Technologies. She believes that your sales reps are your clients and your job is to make their lives as easy as possible. She makes sure they have everything that they need, so they are as effective as possible.
Abbey has held marketing as well as sales leadership roles. She explains that the sales process is in the middle to the bottom of the funnel and marketing is at the top. Abbey stresses that marketing has a big impact on your reputation. She has seen companies go under by neglecting this area.
Abby believes that sales ops is the glue that holds sales together, trust is important. You need to prove that you’re not a hindrance to reps, especially when it comes to data. Putting data into the system is important and she incentives reps to do it. Aligning message and consistency is critical in building your reputation. She wants to make sure that her reps are selling in the right way, maximising effort.
Abby has a passion for reports and dashboards. When it comes to data, it’s important to understand why a deal does or doesn’t win. She breaks things down and looks at what factors played into success. For her, the key in reporting is the opportunity cycle.