Don Otvos
A direct line of communication between a sales ops leader and someone analyzing user behavior is hugely valuable. Together we can go through the data and figure out what we need to change in our process. Who should sales development reps be calling? Who should the customer success team be worried about for renewals? Your analytics person could say, “Hey, here are your top users, … [ Read more ]
Content: Quotation | Author: Don Otvos | Source: “First Round Review” | Subject: Marketing / Sales
Don Otvos
You always want to compensate your reps based on what they can actually control. You want to tie as much of people’s compensation as you can to things like “meetings set” or “demos given” — actual activities. When you’re at a startup, it’s hard to figure out what your quotas should be — there’s usually no precedent, so you throw a number out there, and … [ Read more ]
Content: Quotation | Author: Don Otvos | Source: “First Round Review” | Subjects: Compensation, Human Resources, Marketing / Sales
Evaluating and Improving Your Sales Team
The Company-Changing Magic of Sales Operations Done Right
When Don Otvos first joined Datahug earlier this year, the sales team was spread out between San Francisco, New York and London. They were operating independently, isolated from each other. Most importantly, they couldn’t learn from each other and collaborate as quickly as they needed to. When he came aboard, he got the chance to make this vision a reality by rebuilding the company’s sales … [ Read more ]
Content: Article | Author: Don Otvos | Source: “First Round Review” | Subjects: Management, Marketing / Sales