Charlene Thompson, a powerhouse in sales operations, joins us on the Sales Lead Dog podcast to share her unique perspective on transforming sales teams. With over 15 years of experience, Charlene brings a fresh, dynamic approach to how businesses can rethink efficiency and performance. She treats business challenges like a sport, using her creativity and strategic mindset to drive innovative problem-solving. Her approach sheds light on the importance of deeply understanding the interplay of people, processes, and technology to truly elevate sales operations.

Throughout our conversation, Charlene unpacks the complexity of developing effective sales processes and metrics. She stresses that technology should complement established processes, not override them. By engaging with sales teams and stakeholders, businesses gain valuable insights into their operations. Charlene emphasizes the necessity of having proper metrics, highlighting a common shortfall where organizations lack dedicated roles to track progress effectively. Her insights are a wake-up call for businesses to establish realistic benchmarks that align with their objectives, ensuring long-term success.

In the final segment, we explore the critical role of sales operations as the glue between sales, marketing, and the broader business environment. Charlene dispels the notion that sales ops is just about managing CRM systems and underscores its strategic significance across the customer journey. She advocates for a holistic approach that nurtures client relationships beyond short-term sales metrics. As businesses face an AI-driven future, Charlene's wisdom on fostering genuine customer care emerges as a beacon for sustainable growth. Tune in to discover how investing in the right talent and training can maximize the potential of sales operations and set a business on the path to enduring success.

Charlene Thompson is a sales operations expert with over 15 years of experience helping businesses optimise their sales processes. She’s worked with 7-9 figure companies, improving systems, streamlining operations, and making data-driven decisions using CRMs the right way. Charlene is passionate about helping businesses create sustainable sales structures that fuel long-term growth.

Quotes:

"I treat business as a sport. You want to do things well, with quality, ensuring everything is primed and ready to go. Sometimes you might not win, but there's a difference between losing because the other person won and losing because you lost."

"The first 30 days with a client are all about understanding the people, processes, and technology. Often, what you're told is just the tip of the iceberg. Speaking to those affected can reveal the true underlying issues."

"Sales operations isn't just about managing CRM systems; it's about strategic planning and execution that supports the entire business, improving the efficiency of sales managers so they can focus on selling."

Links:

Charlene’s LinkedIn - https://www.linkedin.com/in/charlene-thompson-salesops/

The Sales Ops Effect Spotify - https://open.spotify.com/show/16LcAgeeNTmbNiDirakOfg

The Sales Ops Effect YouTube - https://www.youtube.com/@salesopseffect/featured

Find this episode and all other Sales Lead Dog episodes at https://empellorcrm.com/salesleaddog/