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.

• Stacey Mangold (Axway) on If a Rep Can't Explain Their Comp Plan in Two Minutes, Something's Broken88 / 100
• Hadas Sheinfeld (Sisense) on Leading the Energy, Hiring for Grit & Acting Like a Director First60 / 100
• Caroline Rocha (Just Eat Takeaway) on Designing Comp Across Cultures, AI Myths & Comp Transparency62 / 100
• Why the Person Running Your Comp Plan Should Be the One Closest to the Pipeline69 / 100
• Jelle Berends (Oyster) on Building RevOps From 1 to 65, Why Playbooks Don't Travel & Comp Design