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RevOps Reimagined: Stop Interrogating and Start Coaching Your Sales Team
Interested in being a guest? Email us at [email protected]
Tired of inaccurate sales forecasts and revenue surprises? You're not alone. Revenue Operations has emerged as the science behind modern selling, and it's transforming how leading companies predict and deliver their numbers.
Kevin Knieriem of Clari takes us on a fascinating journey through the evolution of RevOps, explaining why it's become one of the fastest-growing job categories on LinkedIn. "Selling is really the only discipline within an organization that didn't have defined processes, that didn't have automation the way that accounts payable or supply chain might," he explains, highlighting why companies struggled with reliable forecasting for decades.
The conversation explores how artificial intelligence is revolutionizing revenue management without replacing the human element. From helping sales reps focus on the right accounts to enabling managers to oversee larger teams effectively, AI serves as an amplifier rather than a replacement. Kevin shares concrete benefits seen by Clari's customers: reduced deal slippage, increased win rates, and dramatically improved forecast accuracy across all levels of the organization.
Perhaps most compelling is how proper RevOps transforms the dreaded sales review from an interrogation into a coaching opportunity. "We can go from interrogation to coaching. We know exactly where we need to focus," Kevin explains. By creating a shared view of revenue data and establishing consistent processes, teams spend less time debating reality and more time taking action to improve results.
Looking ahead, Kevin envisions every sales professional having access to a "virtual CRO" that answers questions about territory management and suggests which accounts deserve immediate attention. The future belongs to revenue teams that embrace both technology and human expertise to drive predictable growth.
Catch more insights on business technology on our new TV show, Tech Impact TV, now available on Bloomberg and Fox Business.
Support the show
More at https://linktr.ee/EvanKirstel
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By Evan KirstelInterested in being a guest? Email us at [email protected]
Tired of inaccurate sales forecasts and revenue surprises? You're not alone. Revenue Operations has emerged as the science behind modern selling, and it's transforming how leading companies predict and deliver their numbers.
Kevin Knieriem of Clari takes us on a fascinating journey through the evolution of RevOps, explaining why it's become one of the fastest-growing job categories on LinkedIn. "Selling is really the only discipline within an organization that didn't have defined processes, that didn't have automation the way that accounts payable or supply chain might," he explains, highlighting why companies struggled with reliable forecasting for decades.
The conversation explores how artificial intelligence is revolutionizing revenue management without replacing the human element. From helping sales reps focus on the right accounts to enabling managers to oversee larger teams effectively, AI serves as an amplifier rather than a replacement. Kevin shares concrete benefits seen by Clari's customers: reduced deal slippage, increased win rates, and dramatically improved forecast accuracy across all levels of the organization.
Perhaps most compelling is how proper RevOps transforms the dreaded sales review from an interrogation into a coaching opportunity. "We can go from interrogation to coaching. We know exactly where we need to focus," Kevin explains. By creating a shared view of revenue data and establishing consistent processes, teams spend less time debating reality and more time taking action to improve results.
Looking ahead, Kevin envisions every sales professional having access to a "virtual CRO" that answers questions about territory management and suggests which accounts deserve immediate attention. The future belongs to revenue teams that embrace both technology and human expertise to drive predictable growth.
Catch more insights on business technology on our new TV show, Tech Impact TV, now available on Bloomberg and Fox Business.
Support the show
More at https://linktr.ee/EvanKirstel