If Your Process Only Works Because of Great People, You Don't Have a Process

Episode notes

Scott Johnson is Head of Revenue Operations at Zeitview , a visual AI company serving renewable energy and infrastructure operators at scale. He started his career carrying a bag at Black and Decker, and his CRO once introduced him to a sales team as "a guy that's carried a bag." In this episode, he breaks down why he builds individualized pipeline targets at the rep level instead of applying a blanket 3X coverage ratio, why he hires great people to extract their ideas into the process rather than to depend on them, and how he got to 95% forecast accuracy by combining transactional run-rate data with new business pipeline in Salesforce. Go To Masters Show is handcrafted by our friends over at: fame.so

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