What A Unicorn Knows - Pablo Dominguez - RevOps Rockstars - Episode #13

Feb 17 2023 • 51 mins

This week’s guest on RevOps Rockstars is someone who brings over 23 years of global sales operations experience. He’s the author of the upcoming book “What A Unicorn Knows,” coming out next week on Feb 21, 2023. Our guest this week is none other than Operating Partner, Sales and Customer Success at Insight Partners, Pablo Dominguez. David, Jarin, and Pablo take a deep dive into strategies Ops teams can implement to make their processes more efficient. We’ll cover how to utilize lean processes, Pablo’s new book, and how to make the perfect rack of smoked ribs.

Takeaways:

Don’t over engineer the solution. While it can be tempting to custom build a new solution at each company you join, if something has worked well once, it likely works well a second time.
When tracking metrics for success, ROI and ARR growth are quantifiable and easy to assess. Other metrics, like sales enablement, take longer to track, and are more subjective. Both types of metrics are valuable and need to be measured.
When taking on a new portfolio company, start by establishing a baseline of where the company is. After setting the baseline, set your goals for 3 months, 6 months, 9 months, and a year out.
As an ops lead, one of the best things you can do are “ride alongs” with your sales reps. Watching them work, and the processes they go through will highlight areas of improvement for your team.
RevOps teams need to know their details. If asked for a number, and you give a wrong answer, that's a red flag. However, being able to provide accurate information, and show you know what you're doing, inspires confidence from higher ups.
When asked why you didn’t hit a target, having an answer, and being able to explain your answer, is much better than saying “I don’t know”.
Improving efficiency in sales doesn’t always mean buying a new piece of tech. By taking your existing systems and simplifying what is already there, you can remove 25% of the waste without spending a single cent.

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