Tom spoke with Maddy Drachler, Sales Operations Manager at Employment Hero. She shares her incredible knowledge on process and structure.
Maddy prioritises by balancing difficulty and impact. She likes to do a lot of discovery before coming up with changes, mapping them out before building. Maddy runs solutions by people, sharing them early on. This ensures people feel involved and are more likely to adopt something in the end.
In her work, she looks to automate certain things in the sales process. As SDRs do things differently, consistency in process is the baseline for anything. Maddy's approach is to build in where anything can be customised. Data allows her to understand where you need to go and what isn’t working. It also helps you to measure back your success.