"If Your Dashboard Isn't Changing Behavior, What's the Point?"

Feb 18, 2026

48 minutes

The conversation delves into the world of Revenue Operations (RevOps) and Chantelle's experience in the space. It covers her transition to Asana Benefits, the role of RevOps, the importance of dashboards and data analysis, scaling revenue without growing headcount, the future of RevOps, and the challenges of revenue attainment and quota targets. The conversation delves into the challenges faced by RevOps teams in driving efficiency, managing tension between sales and marketing, and the evolving role of RevOps in the future. It also explores the potential impact of GTM engineers on RevOps teams. Takeaways RevOps as a Strategic Function Challenges of RevOps Leadership RevOps teams face challenges in driving efficiency and managing tension between sales and marketing. The evolution of RevOps and the role of GTM engineers in the future. Chapters 00:00 Introduction to RevOps and Chantelle's Background 06:34 Scaling Revenue Without Growing Headcount 17:20 Future of RevOps and Revenue Efficiency 25:26 Challenges of Revenue Attainment and Quota Targets 30:26 The Tension Between Sales and Marketing 45:27 The Role of RevOps in the Future

Guests:

Chantel Hirschel

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Episode Summary

Chantel Hirschel is a RevOps leader with 12+ years in the space—from finding her first job on Craigslist to migrating a company off Goldmine CRM to Salesforce in 2016 (yes, 2016). After a long run building systems at Hawk Ridge Systems, she jumped to Sana Benefits to rebuild revenue operations from the ground up at a startup stage. She's got strong opinions on what actually works and what's just noise.

In this episode, we get into the real mechanics of RevOps: what your first 90 days should look like, why most dashboards fail, and how to evaluate (and cut) tools without blowing up your tech stack.

We cover: → Why the first move in any new RevOps role should be a full tech stack audit—not a dashboard build → The "Big Five" metrics approach: why most dashboards have too much data and not enough direction → How to scale revenue without scaling headcount—and why that's the defining RevOps challenge of the AI era → Why sales and marketing tension is partly a personality problem (and a translation problem RevOps can solve) → The future of RevOps: GTM engineers, the death of the "operator" label, and why you can't just know one side of the house anymore