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Senior Director, Sales Operations- Remote @Olo
Hi all, The Olo (short for online ordering) team is hiring for a Senior Director, Sales Operations and looking for someone ideally with Clari experience (so you already meet one req 😉 ) that can strategically partner with their Sales Leaders. 🎉 To apply, see their job posting here. What You'll DoLead all aspects of Sales operations including process optimization, technology stack, data integrity, and KPI analysis to build operation efficiencies and guide change management within our Sales teams Support Sales leadership through capacity planning, productivity review, market segmentation, territory carving, quota/incentive design, and headcount allocation Be a Technical Champion for the Olo Sales tech stack (Salesforce, Clari, Gong, Zoominfo, LinkedIn SalesNav, plus more) and work with internal stakeholders to define a strategic roadmap, evaluate and implement new solutions, integrate to existing technologies, and help enable the global Sales organization with training and guidance
Handling Multi-Year Deals
Does your organization sell multi-year opportunities? Maybe you are starting to think about mutli-year deals for your organization? Wherever you are in your journey around this topic, let’s discuss some considerations around the management of these deals, ownership, and how to think about forecasting.Here are a few questions to consider: How does quota retire for multi-year deals? Does quota only retire in year 1 or does it retire over the course of each year? Do users need to forecast each year of the multi-year deal or just year 1? If they have to forecast out-years, there should be a consideration for if a user leaves the organization and how those opportunities will be handled. How will these mult-year deals be tracked in Salesforce? Are they tracked by individual opportunities (one created for each year) or is there a separate object used (subscription, schedule, product line, etc.)? All of the above considerations are important to consider so your organization can setup Sales
Buttons to Star All or Unstar AllUnder Consideration
After “staring” a number of opportunities, it is painful to go back and “unstar” them to start over with a new pick of opportunities. It would be greate to have a button to mass star or unstar opportunities. It could go in the same box as Column Options of Starred Total and Unstarred Total.
Decoupling the quota and attainment fieldsUnder Consideration
Hey,Clari currently hold limitations which do not allow decoupling of Quota and Attainment fields.Working in Check Point, and being the owner to provide good enough GUI to our ~2,500 Sales reps, this limitation is problematic.We have ~25 columns used in Clari, out of which ~7 are Quota type.Therefor, we are forced to submit ~7 columns is a location which we are not finding as ideal.I will ask you to work on a solution to overcome this problem as the real-estate which is called Clari columns under Forecast module is very expensive.Thanks,Shay
Net Retention & Churn Forecasting in Clari
Hi Everyone!My name is Michelle and I manage one of our Solution Consulting Teams in the Professional Services Department. If you’re looking to learn some best practices as it relates to Net Retention & Churn, please review this in-depth video & deck (attached below) as you’re thinking about bringing that process into Clari! We go over the following: Why is forecasting/tracking renewals is important? Net Retention SFDC & Forecasting Set up Best practices for Calculations Churn SFDC & Forecasting Set up Key Considerations & Next StepsIn regards to requirements gathering, here are the Key Questions we will ask you:Who owns and is responsible for forecasting renewals, churns, and upsells? Attribution to the correct teams: If sales/AM team owns upsells and not CS, how can we attribute upsells to CS team members to get to NRR and GRR? Understanding opportunity set up: If expansions/upsells are in renewals, are they attached to the renewal opportunity or created as sepa
How Accurate is your Team Forecasting?New
Curious to see how well your team is forecasting week over week in any given quarter? Curious to see how it compares to the Clari AI? Take a look at Clari Pulse and use the Grid Mode. (it looks like this)On the right hand side of your screen In grid mode, you can look at the week to numbers. Here is where you can start to find nuggets of information; is the Manager’s call closer than the Team’s call? Is the AI more accurate than your team? From here, you can dig into forecast categories (or stages) and make sure your team is following your forecasting cadence. If you find inconsistency or have questions, let your CSM know. Your account team would be happy to take a look and close those forecasting gaps.
How to collaborate better with Wingman
When it comes to working with and supporting customers, collaboration becomes an integral part of our day to day. The beauty in collaboration lies in the context or inputs you are able to share with each other. With Wingman, you have a conversation hub that you can leverage to share all the context you need using the voice of the customer so that you are able to collaborate better. Let’s see how you can become a star collaborator with Wingman: External collaboration with the customer Internal collaboration amongst your teams 1. External collaboration:Trim down recordings and share snippets with customers: Wingman helps you make the context sharing process all the more powerful by enabling you to select and only trim the relevant portions of your meeting. This would then generate a guest shareable link that a customer can access. It is a simple 3 step process.A step by step guide on how to trim a portion of a call 2. Internal collaboration: Using the comment option ( @ to tag or ! p
Automated templates for quota uploadsNew
Hi Team, Could you please come up with a tool where we can just give the user name/id, quota and quota name and it allow us to download the .csv file of the month/quarter/year templates? I’m sure this would be possible, a simple automation will save lot of men work at org’s. We are spending too much time and efforts to build the manual templates. Thanks,Vishnu Katkuri.
Saved Views ControlsUnder Consideration
Would love to have the ability to apply some more controls on saved views. Whether this be limiting the capability to save to only certain User Types (preferred), or perhaps allowing for saved view organization (i.e. folders - similar to SFDC reporting - where for ex: Leadership and Ops Approved views can be stored for use, and any others created/saved are to be used at their own discretion.)We have found that with all users able to create/use their own, the views they save are often problematic because they’ve not understood the difference between modes/which objects are being queried/filters needed to return accurate results, etc. Any controls we can put on this could result in less confusion and help drive accuracy! :) Thanks for the consideration!
View "Last Modified By" in Clari StudioUnder Consideration
It would be helpful as we are training our Clari Administrators who are performing user setup to see who last modified a Clari user profile (assigned View Access / Forecasting, etc.) in Clari Studio. Date / Time of the last modification would also be helpful!
Ability to save filters in analytics modulesLaunched
We need the ability to save filters on analytic modules (Pulse, Trend, Waterfall, Flow) that can be applied to additional users, just as we can save views in the Opportunity module.There are specific opportunities we don't want to include, so need the ability to set a permanent filter so they are disregarded.
Allow Non-Admins to share Views/dashboardsLaunched
We have several managers and other operation folks who build great views and dashboards that they would like to share with their teams. Currently the only users who can share saved views/dashboards are Advanced Admins, and obviously we can’t give everyone that kind of access. It would be nice if there was another level of access that could also share them.
Ability to Reference the Account and/or Opportunity Team Member Object for Roll Ups/VisibilityOn Roadmap
Today we have 2 ways of configuring Clari, Territory and Role hierarchies. If the account or opportunity team member objects could be referenced and used to roll up by, it would solve our current gaps in terms of overlays and supporting team members who may cover opps across multiple teams.
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