Podcast Interview: Mastering RevOps Before It Was RevOps

Mari Manglaras didn’t plan to develop her career around revenue operations. As a data engineer, her world revolved around analytics. But when a sudden economic downturn impacted her industry, Mari discovered her superpower was inside sales.

“I got a job as a salesperson at a startup, and by my third month, I was 1,113 percent of the goal,” Mari said. “I sat there and listened to other people about how their prospects were reacting to the sales process and so forth. So that’s how I fine-tuned my whole development as a sales individual and rapidly moved up to lead the highest-performing sales team that this company had.”

In the latest episode of Go-To-Market with Dr. Amy Cook, Mari explains the secret behind her sales team consistently hitting the 200 percent mark.

“The reason that we were always 200 percent was I started to build out within our CRM, basically robots,” Mari explained. “I built out territory alignment and made subject matter experts in industries, and all the reporting was focused in or around their specific revenue that they can generate. So leads were going to them that were specific to their industry or subject matter expert areas and so forth, and so my team started to function really well and become 200 percent.”

In other words, Mari was mastering RevOps before RevOps was cool.