How to Implement RevOps

Now that you have a full understanding of what RevOps entails, it’s time to actually do the work. 

 

 

I’ll break the RevOps implementation down into four steps: alignment, goal-setting, communication cadence, and continuous improvement.

Step 1: Alignment

As I mentioned above, RevOps is all about alignment. Your marketing, sales, service, and operations teams should be aligned around business goals. 

• Sales will be successful if they can identify the right customers for your products.

• Marketing needs to make sure that customers know about the product, and that the product is kept top of mind.

• Service needs to focus on providing excellent customer service so customers feel happy about choosing your product or service.

• Operations needs to ensure you have the tools, systems, and resources needed to make the above happen.

By developing alignment and feedback loops between sales, marketing, service, and operations teams, you have the potential to be become a true hero for your organization. 

Step 2: Goal Setting & SLAs

Performance metrics can help keep your RevOps team and organization on target, but making and keeping track of these performance metrics is a lot of work. This is why it’s more important than ever to use the right metrics and the right approach to defining and measuring success.

SLAs are a good way to get your sales and marketing goals to work together. These SLAs are great tools for laying out your company’s goals and coming to an agreement between the marketing and sales teams. It specifies the metric used to assess the quality of service delivered to clients.

Setting goals is crucial for success — not just when you first launch, but all the way through your company’s lifetime RevOps is one piece of a complicated puzzle that, when operating well, is what separates high-performing organizations from average ones. 

In addition to RevOps being used as an indicator for past performance, goal-setting also helps improve future performance by helping employees set realistic objectives, as well as motivate them to meet those goals and expectations.

Step 3: Meeting/Communication Cadence

Opportunities will be lost and business growth will be stifled unless an internal RevOps team meets on a regular basis. RevOps meetings not only guarantee that transparency and visibility flow easily across all departments, but also that each team understands how they can assist each other in achieving the revenue growth that everyone desires.

However, time wasted in unnecessary or unproductive meetings adds up, resulting in lower productivity and, ultimately, hindered corporate growth. That’s why it’s vital to find a happy medium and design a good meeting cadence that makes the most of your team’s limited time by keeping everyone focused on information and activities that drive revenue.

Step 4: Continuous Improvement & Optimization

When it comes to RevOps, there are various key performance indicators (KPIs) to consider. You should have established which are most important to your business in Step 2 (goal setting). Now it’s time to analyze tracked data and see where there’s room for improvement.

• Is the pipeline’s pace too slow? You may need to eliminate friction in your quote send and approval process.

• Is your renewal rate low? Upsell data may need to be shared with Sales earlier in the process.

• Is your NPS score low? Perhaps there has to be more emphasis on client satisfaction at the beginning of the sales process.

These are only three examples, but they illustrate how data points are more than cold, hard numbers. Instead, they provide insights into how a company may enhance the customer experience by adjusting the way it interacts with a customer.

RevOps isn’t a “set it and forget it” strategy. It’s an ongoing cycle of tracking, analyzing, and problem solving. This not only makes RevOps powerful; it also makes it fun.