What is RevOps - the key areas
Kaye Sycamore • Jan 24, 2022
Effective Sales & Marketing are essential to growth, but so is RevOps.
I simply can't imagine trying to scale the go-to-market engine without RevOps - not these days.
Yet I often have to define what it is that the RevOps team does - and what skills they bring to the table. I made this brief list of the key aspects that a great RevOps leader is going to deliver:
- Establish and maintain operating cadence/rigor across all sales functions to ensure the health and predictability of the business in achieving key performance metrics including sales planning, forecast accuracy, pipeline analysis, and performance management.
- Conduct in-depth analysis of the business and develop a deep understanding of the key value drivers to identify growth opportunities.
- Act as an advisor and conduit between revenue leadership, operations, customer success, and finance to identify opportunities to improve go-to-market productivity by removing friction from processes.
- Work with the leaders to optimise the effectiveness of technology, specifically technologies in support of marketing effectiveness and sales productivity.
- Establish sound guardianship and develop innovative solutions for the critical marketing and sales data in the CRM/SFA database, ensuring consistency of input from the sales – and other - teams and managing validity of data.
- Work with Revenue and Finance leaders in completing the annual sales planning process - including territory design, account segmentation, quota setting, and comp plan design.
- Work closely with leadership and provide data & analysis to contribute to short / longer term strategic planning.
Thinking about a community-driven growth initiative?
New in a sales leadership role? What goes in the plan?
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