414: #414: Strengthening the relationship between Sales and RevOps with Bayley Fesler and Annie Jones from Xactly

According to Gartner, only 6% of Chief Sales Officers (CSOs) are extremely confident about their team’s ability to meet or exceed revenue goals. This lack of confidence has a ripple effect throughout an organization, especially between the RevOps and sales teams who each believe they hold the best strategy to meet quota. Because of this, RevOps and sales teams often interact like vinegar and oil – they don’t mix well and struggle to see eye-to-eye.

How can we repair this relationship and encourage collaboration between the two departments? Today we’re going to talk about strengthening (and in some cases repairing) the relationship between RevOps and sales teams to drive revenue and re-energize sales teams.

To help me discuss this topic, I’d like to welcome Xactly’s Bayley Fesler, Director of RevOps, and Annie Jones, RevOps Business Partner.


In the introduction, Annie Jones introduces herself and says that she joined Bayley at Xactly 7 years ago. They actually started working together at Marketo 7 years ago, not Xactly. Enjoy the episode!


Xactly website: https://www.xactlycorp.com/

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