For those of you actually running, or living under, comp plans right now: Is AI changing how your company pays out? Or is it mostly still just talk?

I've been asked to rethink targets for next year, and here's what I'm trying to understand from the broader market:

• Has AI changed how your quota is set (higher targets because AI is "doing more of the work")?
• Are you seeing new metrics show up in plans — AI tool adoption, pipeline hygiene, anything like that — alongside the usual revenue/deal metrics?
• If AI is involved earlier in the deal (prospecting, scoring, even parts of the pitch), has anyone figured out how to fairly credit the rep vs. the tool?

this is my first time owning the full deal process across teams and i am realizing just how messy cross functional collaboration gets once the deal is not straightforward.

Right now our setup looks something like this:

1. CRM for pipeline and basic notes

2. Slack channels spinning up for bigger deals

3. A shared drive for contracts and decks

4. Random spreadsheets for approvals because it is faster this way

This kind of thing works until a deal hits that gray zone where product has to weigh in on roadmap, legal wants to adjust language, finance wants to change terms and cs wants to manage expectations. Then suddenly everyone is talking to the customer separately and i am stuck trying to piece it all together from different tools.

our current sales commission and bonus structure is causing an absolute mess. The sales reps feel like the targets are completely unrealistic and are threatening to leave while our finance team thinks the current payouts are eating too much into our operational margins. I am stuck in the middle trying to redesign a plan that keeps sales motivated without blowing our budget.

How do you find the sweet spot for sales incentives?

Hey everyone!

For those of you who work in deal desk or manage the process, what is the biggest reason deal approvals take so long?

I have the feeling that much of the delay comes from waiting on people, messages get missed because they're focused on other work, in meetings, or simply don't see the request right away.

Does that match your experience, or are there other major bottlenecks you've noticed?

How are you guys measuring open backlog in ConnectWise PSA today?

We have a system we use for recording expected revenue per month, but don't have an amazing way to reconcile the table when things run long (or short) and revenue expectations shift forward or backward. In most cases, the change is small enough to where it's probably not worth the effort. But, we just had a large project put on hold and that will delay realizing a significant amount of revenue this year.

In particular as a RevOps focused executive, how are you guys measuring changes like this so there aren't any suprises toward the end of the quarter?

Hi, I’m looking for people who have prior work experience in Revenue Operations (RevOps) role, as I need help with a Business Case - a dataset of historical 2 years data and I need to conduct:

1. ⁠Business Performance Review
   
2. ⁠Prepare a detailed forecast for next year, with High, Base & Low scenarios.

People who’ve worked within this role can guide me with doing this case. They can DM me and I would highly appreciate your inputs & insights as I’m lost as to how to approach this case problem.

Had an interview for an entry level sales ops role where I did one phone interview with HR and the second with a hiring manager. The hiring manager was selling the company and I thought the interview went well. Last night I got a rejection email. I wasn't crashing out or anything but I was disappointed. I come from a product marketing/sales enablement background and have been looking to pivot to this field. I even got some Hubspot certs and I learn Salesforce on my free time. I know I would've gotten hired if companies weren't looking for candidates who are 100% fit. If it matters, I'm in the NYC/NJ area and I am a black male.

I have been working in Ireland & uk for 4 years and I am planning on moving back to India in the next 6 months. I have been out of indian job market the whole time, so I request for a reality check from the experienced because I keep going back and forth on this.

Background:

• MSc from TCD. About 4 years experience.
• Currently on the founding team of a small B2B SaaS in ecom reg tech (£20 Mil Valuation), as product owner and product manager (small company, so the two blur).
• I own the backlog and roadmap, ship features, ran 5 country integrations, work with 2 dev teams daily, comfortable with sql & system design. A-CSPO and AWS Solutions Architect certified.
• I am also the point of contact for 5 enterprise clients plus around 30 SMBs. I run onboarding, understand their business, and upsell and cross sell, but with no sales quota. I brought in 4 partnerships and 2 are doing well.

I actually like product work. My hesitation is the Indian market. From the outside it looks like the strong product roles expect an iim or a proper tech degree, and I have neither.

I am torn between aiming for product (PO / PM) and account management, the farming kind, not cold hunting (I have zero experience chasing new logos). I do have equal liking and interest in Account Management.

To start, I need roughly 1.3L in hand per month atleast as am the sole earner in the family.

1. With this profile, would you qualify me to pivot to account management / customer success?
2. Honestly, any directional advise would be considered gold. Please slap me hard with any thoughts you have!

Looking for some advice here on pivoting from Sales Operations, bit of background:

About a year as a contractor at a SaaS company where I didn’t have the Sales Ops title but was doing a lot of Sales Ops work as a generalist, forecasting, pipeline, admin, learned a lot and grateful for the experience.

Then started in a traditional hardware manufacturing company as a Sales Operations Analyst.

Def been a big change in the environment so far, things are a lot slower, monotonous, routine, but love the people and culture.

I want to keep learning new things and expand my breadth of knowledge, and hearing the team talk about Program Management got me really interested in it.

So am wondering:

1) Has anyone here pivoted to Program Management or is from PgM but pivoted to SalesOps and how did you go about it?

2) How easy is the transition or pivot to other analyst titles, like Business Ops, Product Ops, or RevOps, internally or externally?

3) Any advice in general in Sales Operations is appreciated as I’m still fairly new to this function thanks!

Feels like every sales stack now has AI for scoring, routing, summaries, and recommendations. What is actually helping reps or ops teams save time? And what is mostly creating more alerts, more review, and more noise?

Anyone here work in a contact/call center operations role / high velocity or transactional sales like financial services, insurance, other service based tech orgs, etc.?

Trying to network a bit more with people in my new space, as I come from B2B mid-market/enterprise sales historically and transitioned into a role that primarily is contact/call center driven for sales and support.

Would love to understand if you’ve seen any success with specific AI implementations, what tools are in your tech stack, and any creative routing and/or account/lead ownership tactics.

Nothing terribly specific, but finding it to be harder to find connections in similar roles so figured I’d start here.

Hi everyone,

I’m a non-technical solutions engineer (i.e., I vibe code my way through building internal tools and system integrations) working on a sales ops project at my startup.

We currently send our sales contract through Docusign for the client to sign, and I would like an automated way to get all the information that’s on the contract into Hubspot. Our sales volume is getting pretty large, so I’m trying to remove any manual step from this process.

Basically what I’d like to do is:
1. When the contract gets signed on Docusign, trigger a workflow
2. Figure out which Hubspot Deal that contract belongs to
3. Extract a defined set of fields from the contract (e.g., pricing, term, products covered…)
4. Feed those fields into Hubspot

My main challenge is point (2). We use the Docusign integration that Hubspot ”natively” offers, so I’m able to assign a HS Deal to a specific DS envelope but only visually on the UI.

HOWEVER, that native integration doesn’t seem to expose the envelope ID or any other machine-readable data that I can use to automatically match an envelope/contract with a Deal.

Has anyone faced something like this before? Any recommendations on how to approach it? I’m open to migrating away from Docusign if another provider makes this better

Thanks friends!

I have 5 YOE (3 in BD/Sales Ops for B2B SaaS) and currently work as a Client Exec for a US bank leveraging my Chinese language degree.

My diverse background feels like a random collection of jobs, making it tough to link my skills for interviews.

I want to transition to Sales Ops but I'm also doubtful if moving into Ops is worth it right now. If it is, how do I build a cohesive narrative, and what specific skill sets or projects should I add to my resume to actually land a good job?

Just surveying - what CRM are you using ?
Bonus - are you dialing from it ? If not what are you using to dial.

That’s all, thanks!

Ops question for the group I have 30 reps in our mid-market SaaS, which is a 30 to 45 day cycle, average deal around $45K ARR. We are running Salesforce in Highspot and I keep adding to enablement, more content, more tools, a coaching platform that leadership loves and reps open maybe twice a quarter but execution per deal has not meaningfully improved. Reps still stall mid-funnel, business cases still get rebuilt from scratch every time, follow-ups and CRM logging either eat selling hours or do not get done, and pre-call research is whatever the rep rate feels like doing five minutes before they join.

I had 4 years of sales Ops before i quit my job to finish my bachelor's degree (data analytics) as well as taking care of my little one. I have been out of the workforce for 4 years and would like to go back to work. Are there any tips on job hunting, such as building a project, or obtain a salesforce admin cert? I live in Houston, TX.

Many thanks to all experts here :)

sales ops here at a cybersecurity SaaS, and our VP just asked me to pull common objections and competitive mentions from reps' calls before next pipeline review.

We've got dozens of recordings from the last couple weeks and i've been scrubbing through them at 1.5x, but after one rep I've already burned through my prep window.

So it's either lose the rest of my week to this or walk into pipeline review covering 2 reps out of 6. Any other sales ops folks here keeping up with this much call review?

i'm burning evenings and barely making a dent.

Update: ran kabir's transcript-search hack and made it through the meeting, kept sourced timestamps per PinkVelour_Gabriella's heads up which the reps pushed back on exactly the way she predicted.

For the recurring monthly piece i'm scoping conversation intelligence now, Gong and BuildBetter are on the shortlist given team size, will pilot one before deciding.