Communities
Sign Up / Sign In
AMA: LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM), Eduardo Moreira on Revenue Strategy Execution
July 6 @ 10:00AM PST
View AMA Answers
LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM), Eduardo Moreira on Revenue Strategy Execution
Top Questions
What is the best format to create a data dictionary for the company to align everyone on terms so we speak the same language?
I was thinking of creating this as a word doc and sharing.
Eduardo Moreira
LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • July 6
In most documentation efforts, internal and cross-functional alike, RevOps objective is typically to simultaneously achieve widespread adoption, relevance and freshness. For a data dictionary, various options are possible: from a static PDF, to a live collaborative piece (Word, Wiki, GDoc, sprea......Read More
663 Views
1 request
Eduardo Moreira
LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • July 6
This applies to most new LT relationships in some way. I usually think of situation this as having 3 necessary steps: establishing a positive dialogue, problem solving together and rigorously agreeing on roles and responsibilities – as well as the path forward. For some more color: Positive dia......Read More
569 Views
1 request
How do I get my marketing leader on board if automation is key to my strategy?
My marketing leader was on board with my strategy and helped me craft it but now that I have started creating process flows in the MAP they are saying they want to own any process changes and decide when they will be implemented.
Eduardo Moreira
LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • July 6
Similar to another question (see "I am in the first phase..."), in my view the main issue is your marketing leader seeing your proposed path more as your (singular) strategy, than as your (plural) strategy, even if she helped you craft it earlier. As these are process redesigns, more discrete in ......Read More
792 Views
1 request
How long is appropriate to plan for the initial implementation of the revenue strategy?
The C Suite wants an estimation and I am not sure where to target.
Eduardo Moreira
LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • July 6
The short answer: one quarter for the first actions to be making measurable impact. Anything longer can lead to demotivation and immobilization. Anything shorter and you risk blunders and blind spots, a launch with poor buy-in or asking for unrealistic resources / behaviours from the business. T......Read More
742 Views
1 request
The first phase of my revenue plan involves overhauling the handling of all inbound leads. This will take at least 2 months to implement. What’s the best place to start with this to minimize the pain that the sales and marketing teams will feel?
I was thinking about starting with the lead source fields and routing automation.
Eduardo Moreira
LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • July 6
RevOps is the glue that bonds revenue teams together, and to minimize pain points you'll have to drive monolithic Marketing and Sales (M&S) buy-in around ambition, motivation and execution. For ambition and motivation, assemble a crisp fact base that promotes your plan from desirable to essential......Read More
806 Views
1 request
How do I ensure that the revenue dashboard is accurate and updated in a timely manner?
I am working on our first revenue dashboard and I want it to be as accurate as possible. I am building it in Salesforce and using the opportunity stages as percentage indicators towards closed won. This is a new process and I am finding that the sales team is not updating the stages in a timely manner which is impacting the dashboard.
Eduardo Moreira
LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • July 6
In a short sentence, in a fast-moving, complex, and inter-dependent revenue engine, whatever is not in the CRM does not exist. Creating an aligned case around this notion and building reinforcement via incentives and accountability is key. A few tactical tips and examples: * Strengthen the case......Read More
654 Views
1 request
What are the long-term metrics that you prioritize reviewing in running your organization?
I believe organizations that I have been a part of spend too much time prioritizing short-term metrics (pipeline, forecast, YoY growth, etc.), and I notice this is especially true when creating deep partnerships with Sales leadership. What do you look at to determine the future health of your organization (ex: new logo wins, # of partner wins and contribution, growth in pull-through services)? How do you balance focus on short and long-term health?
Eduardo Moreira
LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • July 6
Balancing short- and long-term health is essential, it defines the pace at which the company makes its inroads, even if it already achieved some "financial independence" through a healthy LTV/CAC ratio. When thinking about the long term, I’d think mostly of productivity ($/HC), NRR, profitability......Read More
741 Views
1 request
Upcoming AMA's
Show All