25: The Evolution of Revenue Operations & the Automation of Sales with QuotaPath’s Ryan Milligan
The Evolution of Revenue Operations & the Automation of Sales with QuotaPath’s Ryan Milligan Welcome to Sales Tech Podcast, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Thom sits down with Director of Revenue Operations at QuotaPath, Ryan Milligan. In his role, Ryan works to help and support sales teams with their sales tech processes so that they can do their jobs better and hit quota. Ryan is passionate about connecting systems together, building scalable processes, and geeking out on sales technology. Today, Thom and Ryan engage in a rich discussion about the evolution of Revenue Operations, the relationship between Marketing and Sales, and how the future of sales will require a balance between automation and personability. What We Covered: 00:36 – Thom introduces today’s guest, Ryan Milligan, Director of Revenue Operations at QuotaPath who discusses his buying process and the evolution of Revenue Operations 08:51 – How to get sales professionals to utilize their sales tech stack 12:27 – How Revenue Operations can be a bridge for sales professionals 14:17 – The biggest challenges Ryan faces in the Revenue Operations space 15:28 – How to measure success once you’ve implemented a new sales technology 17:38 – Ryan speculates on the future of sales tech 20:06 – Will traditional sales professionals become automated out of their roles? 22:26 – The personal aspect of sales 24:05 – One message Ryan would relay to every sales professional 25:47 – Thom thanks Ryan for joining the show and let’s listeners know where to connect with him. Tweetable Quotes: “I think people are realizing that Marketing and Sales need to be super tightly connected. I think, historically in this world, there was this invisible fence where Marketing gets leads and throws them over the fence for Sales to run with. And I think people are realizing that decision cycles are much more complicated, the buyers are much smarter and everything is getting much more crowded.” (04:02) (Ryan) “I, very intentionally, want to be incredibly and closely aligned to a sales team. It is sales tech. You’re doing systems to help a team.” (11:29) (Ryan) “I think you’re going to continue to see a massive amount of automation in these sales processes, but I think you’re also gonna see a lot of people wanting to make sure, as customers, that the automation is still feeling very personalized and finding new paths to talk to customers.” (19:07) (Ryan) “It’s a shame that you can’t be in-person as much for sure. But it does give you access to people all over the globe.” (23:26) (Ryan) Links Mentioned: Ryan Milligan on LinkedIn QuotaPath ryan.milligan@quotapath.com