Category: Revenue Operations
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Revenue Operations – The gears to make revenue flow. Part II (Sales Operations)
In this post, I want to focus on the Sales Executive. Your Head of Sales is tasked with Sales Strategy, Organizational Design, and investment as well as Talent management, the Demand engine, Sales Execution, and Sales productivity. To meet these goals RevOps plays a key role. Sales (pre-sales/acquisition) Sales operations…
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Revenue Operations – The gears to make revenue flow. Part I (Marketing Operations)
Let start this post with a definition of Revenue Operations. Revenue Operations (RevOps) is the flattening of the silos between sales, marketing, finance, and customer success operations, which keep all teams accountable to Customer, Revenue, and Profitability. As a RevOps professional your focus is the metrics, tools, and SOP’s for the entire prospect/customer lifecycle and…
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Sales Operations Playbook Part II
Training & Development It is vital to the organization that you look at how your company provides ongoing training and development. These should be two separate activities, and your playbook should manage these separately Training is meant for your Reps, it is reactive and should focus on, Your Product, The Buyers Journey, The Customer Journey,…
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When a Lead is accepted!
Every B2B company should have some concept around what a ‘lead’, ‘contact’, ‘account’, and ‘opportunity’ are. In meetings with Sales & Marketing, where we would discuss a Service Level Agreement “SLA”, our number one friction point was a definition of a ‘lead’. These varying assumptions are the main point of contention. In this post, I…
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How to create a Sales Compensation Plan Part 1
In a previous post, we discussed creating and executing a successful territory plan. After you have completed your TAM Analysis, now you need to assign a quota to the team to hit your company-wide goals. From the Sales Rep’s perspective, they would never accept a role at a company without knowing how they can make…