RevOps is easy.... Right?
Find some pipeline, give it to the account exec and close the deal
It’s not (totally) rocket science.
Hiring the right sales people. Building the right training and enablement programs. Certifying the sales pitch. Building integrated demand generation models. Creating territories. Developing compensation plans. SPIF’s. Account ownership policies. The role of the BDR, the AE and the CSM. Deal qualification. Effective content management. Win/Loss programs. Ramp times. Capacity models. Commercial partnerships. Integrating sales ops, marketing ops, channel ops. Building revenue policies. Quarterly business reviews. SKO. President’s Club. Analytics and reporting. ABM. Pipeline conversion. Path-to-plan. Call recording. Sentiment analysis. Leadership development.
These are just some of the things that a modern and effective RevOps organization needs to manage to enable a high-performing sales organization.
Why this, why now
The world has changed. It’s getting harder and harder to get quality pipeline, to convert that pipeline, and to close the deal. Sales cycles are getting longer, customers are better educated, and the competition is moving faster. If you want to win - you need to be good at all of these things. What worked pre-pandemic won’t work today - we all need to be smarter. Gone are the days of a simple excel spreadsheet to run a sales organization. I’ve been fortunate to have experienced this change firsthand and worked deeply in all of these issues. I’m starting this Substack to share what I’ve learned in all of these areas - to give back to the community and to help elevate everyone’s game as we all get better together.
What kind of community are you looking to build here
I’m looking to build a new community for people who are passionate around these areas. This should be a great community for people who are in sales ops, revops, marketing ops, channel ops, training/enablement and those who provide analytics for sales/revenue organizations. I’m looking forward to engaging with professionals all across the community and share what others are seeing/learning also.
Publishing Schedule
My goal is to publish content once a week - ideally on Friday. If you’ve got ideas for topics or questions you’d like addressed - I’d love to hear from you. Please don’t be shy.
One more thing: this is Ollie
I’ve got a constant companion who’s with me all the time and figured I’d share (besides - who doesn’t love a picture or two of a Saint Bernard!). Anyone that knows me, knows Ollie. He’s always at my side (walking, sleeping, hanging out while I do Zoom’s).
Next week
Let’s talk pipeline conversion. What is it. How to measure it. How to really peel back the onion for operational insights (ok - I did watch Glass Onion today on Netflix and it was great!).
We’ll talk about why it’s important to look at trends over time, what level of detail to go in to (remember - averages hide problems!). I’ll walk you through some approaches I’ve taken at various places and what to watch out for.