Post by Everstage

Jatinder Dohil has run RevOps for 20 years across orgs from 10,000+ people to a few hundred. He’s currently Global Head of Revenue Operations at ThetaRay, where they use AI to help financial institutions fight money laundering. We asked him what holds the function together across that range of company sizes. His answer: five pillars. Data and insights, systems, process, commissions, and a 360 view of the customer. Skip one, and you’re compensating with headcount. His take on commissions: “Making money is not a bad word in sales.” Comp plans need to be competitive enough to attract the best people, and clear enough that reps don’t waste energy second-guessing their paycheck. He also dropped a forecasting analogy worth sitting with. Imagine your company agreed to pay you $5K a month, but one month you get $1K, the next you get $9K. The math adds up. The trust doesn’t. That’s what unpredictable revenue does to an organization. Episode streaming live on Spotify & Apple Podcasts 🎧 Spotify: https://lnkd.in/gz2MeyuG Apple Podcasts: https://lnkd.in/gwVTEW74 #gotomasters #revops #salesops