In this episode of Sales Ops Demystified, Tom Hunt is joined by Will Brown, Director of Sales Operations at Loadsmart. They discuss an overview of Loadsmart’s sales ops strategy, how to weaponize your sales team, and drive efficiency in prospecting through “sales ops qualified” leads.
Will’s jump from journalism to sales to Sales Ops
As a journalist, Will learned to have a natural curiosity and ask many questions to dig deeper and construct a story. These skills help Will as a sales ops professional to better analyze and make sense of collected data and communicate a data-backed story to other company departments. Will’s journey from sales to sales ops began with him using Salesforce data to improve his sales processes. He was then recognized for it and invited to be on the sales ops team.
Contribution of Sales Ops to Loadsmart’s goals
Loadsmart digitizes logistics data and uses AI to automate truckload booking. This makes the shipping process less cumbersome and more efficient. Loadsmart’s sales ops team is at the heart of this goal to gather and organize data and make efficient changes to processes.
Loadsmart’s Sales Ops structure
Loadsmart has a rapidly growing sales ops team with a Salesforce Admin and a Salesforce Analyst led by Will. They are looking to hire more Salesforce experts.
Loadsmart’s sales tech stack
Salesforce is the CRM, Zoominfo helps manage contacts, SalesLoft is used for sales engagement, and LinkedIn Sales Navigator for prospecting.
Will’s highest-impact activity for sales rep productivity
Understand all details of the total addressable market with the highest compatibility to your business so that your sales reps only spend time on the most profitable prospects. This will help to optimize your processes but also optimize the customer’s journey and overall experience.
Will creates a list of “sales ops qualified” accounts that sales reps further refine to produce a desirable list of hot prospects, ready to do business with Loadsmart. This helps filter the useless data and enrich it with information that will genuinely help sales reps.
Loadsmart’s focus in early 2021
Loadsmart grew 208% and raised $90M in funding in Q4. In addition to product development, Loadsmart is focused on preparing the sales team for upcoming growth.