Does cash rule everything around us?
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We’re happy to host RevOps superstar, Leore Spira, Adv., Head of RevOps at Buildots, on the #salestage– because in the end, revenue is why we all do what we do!
Find out what makes Leore a #SalesDevelopmentlegend in this week’s feature.
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✏️ DEFINE REVOPS
The demand for revenue operations (RevOps) stems from the reality that sales, marketing, and a successful customer journey are more closely integrated than ever in many B2B organizations.
RevOps teams were formed to improve collaboration among the many departments that work with customer revenue data. The main objective is to provide insight to the whole revenue team, enhance efficiency across the revenue process, facilitate revenue predictability, and growth.
🌱 REVOPS EVOLUTION
We are seeing a significant shift in the way that businesses rationalize their revenue stream. This is, in part, due to changes in the way people buy. They do their own research long before a salesman contacts them. Because subscription-based business models are prevalent, what occurs after the sale is just as essential as before.
RevOps break down the silos for the go-to-market teams. Once the RevOps function is at play in the go-to-market arm of a business, it’s easier to recognize sales, marketing, and customer success as a single function instead of silos.
🎯 REVOPS KPIS?
When you’re building out your RevOps function, the three main things to evaluate are:
-Forecast accuracy and customer churn
-Pipeline velocity and revenue per employee
-Opportunity and account relationship score
🤝 INTERDEPARTMENTAL COLLABORATION
Think of RevOps as a hybrid of sales, marketing, and customer success. Combining all aspects of your marketing and sales team is now necessary to succeed as a company.
The role of a RevOps manager is to optimize company growth. By bringing together all of these teams, a revenue operations function will become the catalyst to your success.
📊 WHY REVOPS?
A RevOps manager will help your company become more streamlined and productive by focusing on driving your company towards a common goal, rather than several departmental revenue targets.
Knowledge sharing and data collaboration is at the heart of this role, and as the saying goes, knowledge is power!
🧩 REVOPS CHALLENGES
-Lack of buy-in from business leaders
-Lack of alignment on the customer journey
-Lack of internal expertise or ownership
-Lack of budget
-Too much technology
-Lack of feedback loops
-The temptation to patch instead of fix or re-build the process
-Using too many free text fields.
💻 BROWSER TABS ALWAYS OPEN?
Mailbox, Salesforce (reports, dashboards, records, setup window), data loader, Miro, Linkedin, docs or spreadsheets, articles, and blogs.
☕ EARLY BIRD OR NIGHT OWL?
100% night owl – people know they can’t speak to me until I’ve had 2-3 cups of coffee!!
💭 IF YOU WEREN’T IN REVOPS?
I’d be a customer success manager – I’m all about the relationships!
