Spover

Do you have some #RevOps in you as a Salesforce Admin? If you're not on a technical path (to CTA, etc)... chances are you might. Hear Ben and I break down: - What is Revenue Operations (and an analogy between a hammer and a scalpel) - The role that technology plays in Revenue Operations - The role Revenue Operations plays in adoption and scaling technology efforts - How it differs in larger versus smaller organizations - Careers in Revenue Operations (for established Salesforce Admins and for folks looking to join the Salesforce Ecosystem) And if you're a RevOps professional, feel free to nitpick my definition of MQL/SQL ?? Few folks/organizations that got a shoutout (as great references in RevOps) throughout the chat: Wizards of Ops Ben Fuller (very clearly *not Salesforce Ben*) Eddie Reynolds / Union Square Consulting Pavilion Spover You can find the podcast on any of Salesforce Ben's main channels! Go check it out. #salesforce #trailblazercommunity #salesforceohana

?? Tips from Top SDR Leaders - How to Boost Your SDR Funnel "Call volume is everything!" False. We work with SDR leaders daily, and while call volume matters, only some have realized that tracking conversion rates at each funnel stage is the real game-changer. Low SAOs aren’t always due to call volume — it’s often about effectiveness at each step. Here are their tips to better coach your team and boost your funnel. ?? To boost Call Volume: ? Set Clear Call Targets: Define daily/weekly goals to keep SDRs on track ? Automate Admin Tasks: Use tools to handle follow-ups and CRM updates ? Incentivize Activity: Offer rewards for hitting call targets ?? To boost Call-to-Connect % ? Optimize Call Times: Identify the best hours for connecting ? Improve List Quality: Keep contact lists clean and targeted ? Personalize Outreach: Train SDRs to tailor messaging to prospects ? Refine Call Scripts: Ensure SDRs communicate value immediately ?? To boost Connect-to-Meeting % ? Train on Qualification: Use frameworks like BANT to qualify quickly ? Emphasize the Value Pitch: Ensure SDRs explain how the solution helps ? Develop Objection Handling Skills: Training for common objections ? Reward High-Quality Meetings: Recognize meetings likely to convert ?? To boost Meetings-to-SAO % ? Define Clear SAO Criteria: Ensure SDRs understand what qualifies as SAO ? Create AE Feedback Loops: Use it to refine SDR approaches ? Analyze Meeting Content: Review meetings to ensure clear expectations ? Ensure Smooth Handoffs: Equip AEs to continue the conversation You can coach each SDR by targeting problem areas in each step using this framework and these tips. Of course, Spover can help you track all these conversion rates?for all your SDRs in one place. Comment and let us know how your org improved SDR capacity and efficiency. #MetricsMonday #SDR #Sales #Pipeline #BDR #Spover #RevOpsSpelledBackwards #RevOps

3 Overlooked Sales Metrics to Save Your Quarter! As Zoom's first data analyst, working with CRO Greg Holmes, I discovered three key metrics that helped transform our sales approach from reactive to proactive. They enabled us to make real-time adjustments to hit our targets, rather than just analyzing missed goals during QBRs. ?? ONE: Day 1 Pipeline Conversion Rate This is the reality check you need on day one! Ever wonder how much of your starting pipeline will actually turn into revenue? This metric reveals exactly that. It tracks the percentage of your quarter-opening pipeline that converts to closed-won deals by quarter-end. This was Mike Lazzaroni's favorite metric - his team's fuel for Cold Call Parties. Consider this scenario: - Historical conversion rate: 20% - Starting pipeline: $5M - Expected revenue: $1M Armed with this insight, you can: - Set realistic revenue targets backed by data - Calculate additional pipeline needed early in the quarter - Avoid relying on unpredictable last-minute deals ?? TWO: Closed-Won This Quarter vs. Same Time Last Quarter Instead of waiting until quarter-end to assess performance, compare your closed-won progress against the same timeframe in previous quarters. This creates an early warning system for your revenue goals - spot problems before they become disasters. Consider this scenario: - This quarter: 40% of goal achieved by Today (e.g. Day 45) - Last quarter: 60% of goal achieved by Day 45 - This is a clear signal that you are behind pacing, and intervention is needed This comparison enables you to: - Identify concerning trends early - Make tactical adjustments while there's still time - Coach underperforming reps before it's too late ?? THREE: Pipeline Coverage This Quarter vs. Same Time Last Quarter This metric compares your pipeline to remaining target ratio across quarters at the same point in time, revealing whether you have enough opportunities to hit your goal. Historical data makes this especially powerful. Consider this scenario: - This quarter: 2x coverage on Today (e.g. Day 20) - Last quarter: 3x coverage on Day 20 and barely met goal - Not enough pipe - immediate red flag for revenue risk Take action by: - Accelerating prospecting efforts - Prioritizing high-probability deals - Implementing deal velocity initiatives #metricsmonday #sales #pipeline #leads #salesforce #prospecting #pipecoverage #zoom #cro #arr #winning

?? ?????????????????? ?????? ???????????? ?????????????????? (??????) ?? Net Dollar Retention (NDR) is a crucial metric for any SaaS or subscription business, measuring revenue growth or churn from existing customers. Building an ARR reporting system in a centralized data warehouse like Snowflake is essential to unlocking insights into NDR and related metrics. ?????? ???? ??????????????: ?? Customer Satisfaction – A higher NDR signals strong customer satisfaction and upsell potential, fueling sustainable growth. ?? Growth Potential – Retaining and upselling existing customers is generally more cost-effective than acquiring new ones. ?? Benchmark for Success – An NDR above 100% is healthy, with top companies targeting 120%+. ??????????????: NDR (%) = ((Beginning ARR + Expansion ARR - Contraction ARR - Churn ARR) / Beginning ARR) * 100 ????????????????????: 1?? Data Spread Across Systems – Revenue data often resides in multiple platforms like Zuora and Stripe, making reporting complex. 2?? Account Hierarchies – Parent-child account structures complicate tracking, as internal revenue shifts are not churn or upsell but still impact reporting. 3?? Segmentation Complexity – Analyzing NDR by industry, product, or customer segment adds another layer of complexity. ????????????????: ?? Improving NDR is both simple and challenging: it’s all about creating consistent value and delivering happiness to customers. #metricsmonday #NDR #saas #churn #retention #snowflake #stripe #chargebee #recurly #nue #zuora #growth #netdollarretention

Will AI Make Analysts Obsolete? https://lnkd.in/g7d6BZfv

We had a great discussion with three RevOps leaders hosted by Salesforce Ben. What a great time! https://lnkd.in/gtj8X7rb

We are hiring! Join us to ?? fast! https://lnkd.in/gnmH464n

Our own Henry Peng and Derek Wang joined Salesforce Ben and Alyssa Lefebvre to chat about learnings in sales forecasting.