Reveal: The Revenue AI Podcast by Gong

Why simple data and smart metrics are the winning revenue combo

Nov 20, 2023

Mollie Bodensteiner, Head of Revenue Operations at Sound Agriculture, brings her expertise in data-driven results to the discussion. She delves into how structured processes can dramatically enhance sales performance. Mollie highlights the importance of Sales Performance Incentive Funds (SPIFF) to reward good behavior, fostering collaboration over mere compliance. The conversation explores balancing data integrity with agility and emphasizes the evolving role of AI in optimizing sales processes. Listen in for actionable insights into aligning sales and marketing for optimal results!

38:02

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Episode guests

Mollie Bodensteiner

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Quick takeaways

Establishing a structured data collection process is essential to drive accurate insights and support effective decision-making in revenue operations.

Implementing targeted sales incentives can enhance sales team motivation and collaboration by rewarding behavior that fosters desired outcomes beyond basic job functions.

Deep dives

The Importance of Defined Processes in Revenue Operations

A well-defined process is crucial for revenue operations, as it establishes a structured approach for capturing and analyzing data. Organizations often face a dilemma of whether to start with the existing data to shape their processes or to define processes first and then collect data. Effective operations require a clear understanding of the customer journey, ensuring that data collected is reflective of actual customer experiences rather than assumptions. This structured approach allows companies to build processes that facilitate data accuracy and drive better decision-making.

Intro

3min

Balancing Process and Data in Revenue Operations

11min

Incentivizing Sales Performance: When and How to Use Monetary Rewards

3min

Optimizing Sales Processes Through Data Insights

9min

The Evolution of Revenue Operations

9min

The Partnership Perspective in Sales

3min

Raise your hand if you’re into the idea of boosting your bottom line through good data.

Standardized data you can gather because of the strong process you created first.

If so, buckle up because our guest today, Mollie Bodensteiner, Head of Revenue Operations for Sound Agriculture, has a demonstrated history of leveraging data to produce results. In this episode, she’ll walk you through how to transform your organization by following the right sales process order and using the valuable insights that come from it.

A part of this approach is focused on Sales Performance Incentive Fun (SPIFF) and how you can use it to honor reps for their good behavior, not simply their job duties. Listen in to learn how this reframe can enhance collaboration, drive performance, and achieve your revenue goals.

Resources: McKinsey & Company & NewVantage Partners