Welcome to Sales Ops Leaders, an interview series featuring sales ops professionals in all industries, company sizes, and stages of their career. We’re featuring leaders who work in all aspects of sales operations as a way to learn from each other, answer tough questions, and connect the sales ops community.
This week, we’re featuring Bill Dillmeier, who shares his insights to the Finance side of Sales Ops. As a Consultant with EquitySpring Partners, Bill advises and coaches executive teams on how to build and execute world-class strategies in Sales, Marketing, and Finance. Over the past 5 years, Bill has worked with both startups and large companies building success toolkits that include Benchmarking, Business Modeling, Scenario Planning, as well as Analysis and Tracking modules.
fullcast.io: As an FP&A executive, what is your role in the sales ops process?
Bill: As an FP&A leader, I play a lot of different roles in the Sales Ops process – Finance Business Partner, Coach, and Consultant.
fullcast.io: How do you define success in your role?
Bill: For me, success is partnering with each business leader to create and execute plans that drive the business forward. For example, when I work with sales leaders, I start with establishing targets then validate the assumptions using a number of approaches:
Then I create a suite of reports that provide both Finance and Sales real-time feedback on the progress to target, both in total and at an AE level.
fullcast.io: How do you demonstrate ROI?
Bill: These are three areas that I focus on to drive ROI with Sales management:
fullcast.io: What tools are you using to do your job?
Bill: These are my go-to tools to manage the science of sales:
fullcast.io: What are the biggest roadblocks to completing your tasks?
Bill: Talent – I have worked with some amazing organizations and each one has always been looking for talented Sales Development Reps, Account Executives, and Customer Success Reps to help lead them forward.
Connect with Bill on LinkedIn.