Theo spoke with Vinod Kumar, Director Sales Operations at Whatfix. He breaks down his wealth of sales operations experience.
Vinod is a seasoned professional. He's worked in sales and revenue operations for around 17 years. The field has developed a lot in this time. He's diversified into using a variety of tools, starting with only a CRM system.
Vinod believes 2 people should initially be responsible for forecasting. The Sales Operations Leader, since they define processes. The Head of Sales, as they set standards. It's key they believe in their own forecasting.
Once this setup is in place, success rests on the shoulders of everyone in the department. Vinod schedules 15 minutes for forecasting in each sales rep's calendar. This starts to build a forecasting habit into the team's cadence. He believes process and accountability are critical for forecasting. Through defining your sales process, forecasting gets easier.