Tom spoke with Ganka Bobeva-Rosevear, Senior Director, Sales and Revenue Operations at NS1. She unlocks operational efficiencies through working across the organisation.
Ganka has been in the revenue ops world for over 10 years, while the core has remained the same, lots has changed. Some of the setup and intent is consistent. Although the approach, systems and stakeholders vary greatly. Ganka brings people together through conversations based on data.
She stresses the importance of accurate forecasting. Data provides the opportunity to surface any deals that are at risk. Ganka seeks to achieve predictability, relying on some of the historic learnings. Applying this learning to where the data is taking her today. She explains that organisational size matters in how you decide to set up your forecast.
Ganka allows managers to adjust things on their end. When running a region, you usually have a slightly different idea of where you see potential. Forecasting means different things to different layers and people in the organisation.