In this episode of Move the Deal, People.ai founder and CEO Oleg Rogynskyy chats with host Greg Moore about what he’s learned about scaling sales teams from his experience leading startups and how artificial intelligence drives the future of sales.
Rogynskyy started his career at a machine learning company as its first inside sales person, moving into roles as a sales and growth leader. He created People.ai so sellers could spend more of their time actually selling, rather than on administrative tasks for their sales technology tools. He recently lead the charge to $60 million in funding Series C funding for People.ai, led by Iconiq, as well as Y Combinator and Andreesen Horowitz.
His inspiration to start People.ai was driven by his past experiences manually entering data into Salesforce. In 2007, the COO of Nstein Technologies had Rogynskyy and his team sit in “a windowless conference room and clean and enter data into every record missing in Salesforce.” The whole process took a week, and it didn’t change a thing. Rogynskyy did this again with his sales team when he started his company Semantria, and the result was the same. Seeing an opportunity to change how sellers approached CRM records, Rogynskyy knew that sellers needed to spend less time manually entering data and spend more time with customers. Thus came People.ai.
How To Scale Your Team with Talent And Culture
From his experience launching multiple startups, Rogynskyy understands the importance of hiring the right people, aligning the right type of mentality and personality that your company values.
Investments That Fuel Growth
Coming off their Series C funding, People.ai continues to scale. As a result, they place a huge emphasis in these three areas:
- Talent: finding the right sales people
- Training: training sales managers on how to hire, retain and grow sellers
- Technology: using software platform and their own technology to strengthen relationships and prospect
Rogynskyy sees the future of sales as sellers spending less time on administrative tasks, and spending more time on what they need to do that day, why and how to do it.
Artificial Intelligence Can Make Sellers Better
Oleg ended this episode of our sales podcast with advice for those sellers afraid to embrace AI in their sales technology stack:
“Don’t be reluctant to use AI with your sales process. It will supercharge your abilities and take away a lot of the administrative work.”
Outline Of Episode
[1:35] Rogynskyy’s background and what inspired him to create People.ai
[6:44] The right time to add frontline sellers and sales managers to an organization
[10:22] How to keep company culture strong as a sales organization scales
[16:45] Investments People.ai is making in their sales force
[23:03] Rogynskyy’s advice to sellers trying to embrace AI to augment their sales performance
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