Sales Operations & GTM Leader
Turn Your CRM Into a Revenue Engine
15+ years of enterprise sales operations expertise, now available to small businesses. From CRM administration and pipeline governance to forecasting, territory design, and full sales tech stack optimization.
🔵 Salesforce Platform Expertise
🟠 HubSpot CRM Management
🔍 ZoomInfo Copilot Certified
🔍 ZoomInfo Sales Certified
🎙️ Gong Certified
12+
Years Experience
15+
Years in Sales Ops
10+
Tools & Platforms
Trusted for
CRM Implementation
Data Cleanup & Migration
Sales Enablement
Custom Reporting
User Training
⚙️
CRM Administration
Full Salesforce & HubSpot admin support - setup, configuration, ongoing management, and optimization across both platforms.
📉
Pipeline Governance & Forecasting
Build reliable forecasting models, pipeline review cadences, and stage-gate discipline so leadership always has an accurate view.
🗺️
Territory Planning & Design
Design and implement territory structures that align rep capacity with market opportunity - and track performance inside your CRM.
🛠️
Sales Tech Stack Optimization
Get more from your existing tools - Gong, ZoomInfo, Outreach, and more - integrated and optimized alongside your CRM.
📊
Reports, Dashboards & BI
Custom dashboards in Salesforce, HubSpot, and Power BI that surface the KPIs executives actually need to make decisions.
📝
Contract Workflow Automation
Streamline your quote-to-close process with automated contract creation workflows using DocuSign and integrated CRM tools.
🧹
Data Cleanup & Governance
Eliminate duplicate records, fix bad data, and establish governance frameworks so your CRM stays clean long-term.
🚀
Sales Enablement
Align your CRM with your sales process - lead routing, cadence automation, playbooks, and tooling from first touch to close.
🔄
GTM Operations
Strategic sales operations leadership - process documentation, cross-functional alignment, KPI frameworks, and scalable revenue playbooks.
🎓
Training & Adoption
Role-based training for Salesforce, HubSpot, ZoomInfo, Gong, and Chili Piper - built to drive real adoption, not just attendance.
🤖
Microsoft Copilot Training
Practical, hands-on training that gets your team using Microsoft Copilot effectively in their day-to-day workflows.
Not sure if your CRM is working for you?
Book a free 30-minute consultation. I'll review your current setup and give you a concrete action plan - no strings attached.
Schedule My Free Review
What I Offer
CRM Services That Drive Real Outcomes
Every service is designed around one goal: making your CRM work harder for your business so your team can focus on selling, not wrestling with software.
⚙️
Salesforce Administration
Salesforce
End-to-end Salesforce admin services - from initial org setup and configuration to ongoing management, optimization, and troubleshooting. I handle the complexity so your team can stay focused on customers.
- Custom objects, fields, page layouts, and record types
- Profile & permission set management
- Ongoing system health monitoring and optimization
🧹
Data Cleanup & Governance
Salesforce
Messy data kills CRM adoption and leads to bad decisions. I audit your existing data, eliminate duplicates, standardize formats, and build governance rules to keep your CRM clean going forward.
- Duplicate identification and mass merge
- Data standardization and field normalization
- Import/migration from spreadsheets or legacy systems
- Data quality scoring and ongoing governance frameworks
📊
Reports & Dashboards
Salesforce
I build reports and dashboards that give your leadership team real-time visibility into pipeline health, rep performance, revenue forecasts, and marketing ROI - in a format that's actually intuitive to read.
- Executive revenue and pipeline dashboards
- Sales rep activity and performance reports
- Forecast accuracy and opportunity aging views
- Marketing attribution and lead source analysis
📈
Data Analysis & Insights
Salesforce
Beyond reporting, I dig into your CRM data to uncover patterns, bottlenecks, and revenue opportunities. I translate complex data into clear strategic recommendations your leadership can act on.
- Win/loss analysis and sales cycle benchmarking
- Churn risk identification and customer health scoring
- Territory and quota planning support
👥
User Administration
Salesforce
Managing users, roles, permissions, and access controls is often neglected - and it creates real security and data integrity risks. I handle all of this proactively and establish scalable structures as your team grows.
- Role hierarchy design and permission set architecture
- Onboarding and offboarding workflows
- License management and cost optimization
- Security health reviews and access audits
🚀
Sales Enablement
Salesforce
I align your CRM with your sales process to remove friction and accelerate deals. From lead routing and cadence automation to playbooks and email templates - your reps should spend time selling, not clicking.
- Sales process mapping and CRM workflow alignment
- Automated lead routing and assignment rules
- Email sequences, templates, and cadence design
🎓
Training & Adoption
Salesforce
Even the best CRM configuration fails without user adoption. I deliver practical, role-based training that gets your sales reps, managers, and admins using the system correctly and consistently from day one. Training is available for Salesforce, ZoomInfo, Gong, and Chili Piper.
- Live and recorded onboarding sessions by role
- Custom training documentation and quick-reference guides
- Platform coverage: Salesforce, ZoomInfo, Gong & Chili Piper
- Adoption tracking and accountability frameworks
- Ongoing support for new hires and feature rollouts
📉
Pipeline Governance & Forecast Accuracy
Salesforce
Unreliable forecasts erode leadership trust and lead to bad decisions. I implement the pipeline governance frameworks, stage-gate discipline, and forecasting models that give your leadership team a number they can actually stand behind.
- Pipeline review cadence design and CRM enforcement
- Forecast category configuration and rollup reporting
- Opportunity scoring and deal health indicators
- Partner with regional VPs to validate and track revenue attainment
🗺️
Territory Planning & Design
Salesforce
Most small businesses have never formally designed their sales territories - reps inherit accounts organically, and coverage gaps go unnoticed. I build territory structures that align rep capacity with market opportunity and track performance inside your CRM.
- Territory segmentation by geography, industry, or account size
- CRM configuration for territory-based routing and reporting
- Quota planning support and attainment tracking
- Territory performance dashboards for management visibility
🛠️
Sales Tech Stack Optimization
Multi-Platform
Your CRM is only one piece of the puzzle. I help you get more from your full revenue tech stack - ensuring Gong, ZoomInfo, Outreach, LinkedIn Sales Navigator, Seismic, Chilipiper, and other tools are properly integrated, adopted, and driving real efficiency.
- Tech stack audit and integration health review
- Gong and Outreach workflow optimization
- ZoomInfo data enrichment and CRM sync configuration
- Sales rep enablement on all tools in the stack
📊
Business Intelligence & Power BI
Multi-Platform
When your CRM reporting isn't enough, I extend your analytics into Power BI and other BI tools - building executive dashboards that pull from multiple data sources and give leadership a complete, real-time picture of revenue performance.
- Power BI dashboard design and development
- CRM data connection and pipeline reporting
- KPI framework design and metric definition
- Cross-platform reporting combining CRM, marketing, and finance data
🔄
Go-to-Market (GTM) Operations
Strategic
Beyond the CRM, I bring strategic sales operations leadership to your GTM motion - helping you build the revenue infrastructure that scales: process documentation, cross-functional alignment, KPI frameworks, and the operational playbooks your team needs to grow efficiently.
- GTM process documentation and standard operating procedures
- Sales and marketing alignment frameworks
- KPI and business metrics development aligned to revenue goals
- Cross-functional project management for revenue initiatives
Not Sure Which Services You Need?
Let's talk through your situation. I'll give you an honest assessment of where your biggest opportunities are - and a clear plan to get there.
Book a Free Consultation
Proven Results
Real Businesses. Measurable Outcomes.
Every engagement has a before and after. Here's what that looks like for clients who've worked with Shear Consulting.
The Situation
The Customer Success team was managing customer activity and account planning data entirely in Google Sheets. The process was manual, difficult to maintain, and not reportable. Because the data lived outside of Salesforce, there was no scalable visibility into customer health, engagement trends, or expansion indicators - and reporting required constant manual refreshes that introduced data integrity risks.
What Was Done
Requirements Gathering
Custom Data Model Design
Picklist & Field Standardization
CSM Dashboard Re-engineering
Pilot Rollout & Enablement
Training & Documentation
Partnered with CS leadership to conduct requirements gathering and understand how data was being used in account planning and customer lifecycle management. Designed and implemented a structured data model in Salesforce - including standardized picklist fields for reporting consistency and controlled free-text fields for qualitative context. Led a soft launch with senior CSMs to gather feedback before full rollout, and re-engineered individual CSM dashboards to surface the new fields and key engagement indicators.
The Result
Successfully migrated the process from spreadsheets into Salesforce, creating a single source of truth for customer engagement data. This enabled scalable reporting, improved account planning rigor, increased leadership visibility into the post-sales funnel, and significantly reduced manual administrative overhead.
The Situation
During a migration from Salesforce Classic to Lightning, significant technical debt had accumulated across core objects - Account, Opportunity, Contact, and Lead. Redundant and unused fields had been added over time without governance, leaving page layouts cluttered, rep workflows inefficient, and users spending unnecessary time navigating excessive fields - negatively impacting productivity and adoption.
What Was Done
Cross-Functional Audit
Field Usage Analysis
Reporting Dependency Review
Field Consolidation & Deprecation
Role-Based Page Layout Redesign
Integration Impact Assessment
Led a cross-functional audit working with Sales, Marketing, Customer Success, and Channel teams to ensure integrations were maintained. Conducted a usage analysis to determine which fields were actively populated, identify reporting dependencies, and assess automation and integration impacts. Based on that analysis, consolidated overlapping fields, deprecated low-adoption fields, and removed approximately 20% of existing fields across key objects. Restructured page layouts to align with role-based workflows, improving field prioritization and reducing user workload.
The Result
The initiative significantly improved CRM usability and Lightning adoption, reduced friction in daily workflows, and enhanced data quality. By streamlining the data architecture and enforcing governance, the project created a more scalable CRM foundation that supported cleaner reporting, stronger pipeline visibility, and long-term operational efficiency.
The Situation
Over time, inbound lead quality had deteriorated, causing reps to waste time chasing low-value leads. The legacy lead scoring model was outdated, leads were being distributed manually, and there was no visibility into how quickly leads were being actioned - or which ones were falling through the cracks.
What Was Done
Cross-Functional Lead Scoring Review
Custom Metadata Fields (Region/State)
SDR Assignment Automation
Speed-to-Lead Dashboard
SDR Database Re-tooling
Ongoing Weekly Review Cadence
Participated in a cross-functional team - meeting weekly over 2-3 months - to review and overhaul the legacy lead scoring model in collaboration with Marketing and Sales. Added custom metadata fields in Salesforce to infer Region and State for accurate SDR assignment routing. Worked with the Salesforce admin to design a custom dashboard surfacing lead response times and unactioned leads, giving leadership full visibility. Re-tooled SDR dashboards so reps could see this information directly. Incorporated automation to distribute leads to SDRs automatically and retooled scoring to reflect genuine hand-raising activity.
The Result
Improved incoming lead quality by 35%. Gained clear visibility into how quickly leads were being actioned. Modernized the lead scoring model from a legacy system to a current, activity-based approach. Automated lead distribution eliminated manual routing, increasing speed to lead and ensuring no inbound leads were missed.
Ready to Write Your Own Success Story?
Book a free consultation and let's talk about what's possible for your business.
Get Started Today
