Earn Credibility by Fixing Reporting

In this short segment of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by Meghan Gill, who spent 17 years scaling MongoDB. Meghan shares her approach to building credibility in sales operations, enabling leaders to think with a business mindset, and creating a management operating rhythm that empowers organizations to scale effectively. From fixing broken reporting to establishing trust and building a cadence that fosters championship-level performance, this conversation is a masterclass in how RevOps drives long-term success.

KEY TAKEAWAYS

[00:01:00] Sales leaders often excel at recruiting and closing deals but must learn how to leverage information effectively.
[00:02:12] Credibility begins with fixing the basics—clean reporting builds trust and opens the door to deeper strategic input.
[00:03:00] A strong cadence inside an organization enables consistency and peak performance, much like a championship sports team.
[00:04:21] Multiple cadences exist at different levels—frontline managers focus on recruiting and pipeline, while leadership focuses on forecasting and long-term planning.
[00:05:52] Sales operations can provide insights that validate or challenge a CRO’s instincts, helping identify hidden issues.
[00:07:08] Weekly metric reviews create accountability and ensure readiness, cascading discipline throughout the sales organization.

QUOTES

[00:00:48] “The greatest sales ops organizations aren’t internal affairs—they’re like coaches, helping sales leaders think with a business intent.”
00:02:29] “Don’t come in too hot. Solve the first basic problems, earn trust, and then earn the right to be at the table.”
[00:03:35] “The cadence wasn’t punitive—it became enabling. It was something you sought after, like being part of a championship team.”
[00:05:22] “By the fifth day of the first month, forecasts roll up. By the 10th, something else happens—there’s a time element to cadence that drives discipline.”
[00:07:29] “It started with me. I had to understand the metrics and be prepared, which set a standard that cascaded throughout the organization.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/scaling-sales-operations-with-meghan-gill

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