Laura Fu, Head of Revenue Operations at DevRev, discusses her journey from the field to the back office, the intricacies of sales productivity, and the importance of leadership in driving team performance. Laura shares her insights on how to effectively manage and improve sales teams, emphasizing the role of rigorous processes and continuous learning.

We cover:

Transitioning from sales to RevOps
Defining and measuring sales productivity
Strategies for moving reps through performance buckets
The critical role of leadership in sales success
Importance of research and preparation in sales meetings

Laura Fu on LinkedIn: https://www.linkedin.com/in/laurafu/

RevOps Letter: https://www.getweflow.com/revopsletter
Janis on LinkedIn: https://www.linkedin.com/in/philippstelzer
Philipp on LinkedIn: https://www.linkedin.com/in/janiszech
Weflow: https://www.getweflow.com

Chapters:

(00:00:00) Introduction

(00:01:17) Laura's Background and Career Journey

(00:07:31) Defining Sales Productivity

(00:14:39) Strategies for Enhancing Sales Performance

(00:19:06) The Role of Leadership in Sales

(00:24:00) Research and Preparation for Success (00:35:30) Final Thoughts and Advice

#44 Measuring and Improving Sales Productivity - with Laura Fu, Head of Revenue Operations & Strategy at DevRev