AMA: LinkedIn Director Sales Strategy and Operations, North America, LTS, Zeina Marcotte on Revenue Ops 30 / 60 / 90 Day Plan

How you assess a new opportunity depends on your specific career goals and values. A useful exercise that’s worked for me is to spend time determining my most important career values. There are several ways to do this, but one way is to pull together a list of common values and stack rank them to find what is most important to you at work. For me, what usually tops my list is making sure I am learning/growing and being useful. The way that translates in my career is I always want to make sure th ...Read More

In my role at LinkedIn, we use a prioritization matrix with size of prize on one axis and likelihood of success on the other. Size of prize is meant to show the total value of spending time on this deliverable and the impact it will have on the business.  The likelihood of success considers the level of effort to make it happen and resourcing and time needed.  If something has a low value and a high level of effort, it is not worth spending time on and should come off your list, consider it “jun ...Read More

I usually break up my plan for my first 30/60/90 days across strategy, operations, technology & data and team & talent. There is a template I created attached at the top of this AMA, also Linking it here: https://docs.google.com/spreadsheets/d/1KOCTEDa_ezcSW0lUOgvQCt4csqunc7gg7n5VyAHb3Hw/edit?usp=sharing Also critical in this time will be ruthless prioritization. Rev ops is often the go to for anything and everything sales or CS needs. Determine a prioritization framework that you agree ...Read More

When creating a rev ops plan, you will want to make sure you are spending your time in the right place. A helpful way to do that will be asking many questions to ensure you're solving the right problems for the business. This requires a thorough assessment of what the business's challenges and opportunities are and building the right strategy to tackle them. I usually do this across 4 areas: Strategy, Operations, Technology & Data and Team & Talent. First 30 Days Goal: Learn as much as y ...Read More

This is similar to the question I answered above, I usually approach any new rev ops role by building out a plan across Strategy, Operations, Data & Systems and Team & Talent.  Those four categories generally cover the focus areas for most rev ops roles.  I created a simple template that’s linked at the top of the AMA, also linking here: https://docs.google.com/spreadsheets/d/1KOCTEDa_ezcSW0lUOgvQCt4csqunc7gg7n5VyAHb3Hw/edit?usp=sharing Use the questions in the template and any other rel ...Read More

When starting a new rev ops role where the function did not exist previously, the most important step will be to align on the remit and priorities of the rev ops function. I would look at 4 core aspects: Strategy, Operations, Data & Systems, and Team & Talent and then determine the priorities to tackle first across those areas.  1.       Strategy: If you are a brand new rev ops team, you need to start by asking what are the problems we need to solve for the business? What will be in the ...Read More

In the first month, it is important to align on priorities for your team and your cross functional partners and stakeholders. Some great questions for crossfunctional partners could include: What are your strategic priorities?   How do our teams normally work together? What has worked well in the past? What hasn't? What information would help you make better strategic decisions? Do you have a sense of where your greatest opportunities are? What about risks? Where are the hurdles or challenges in ...Read More

Quick wins are a great way to boost your confidence and build your credibility early. I would be wary though of jumping the gun too quickly. Ideally, you spend some time learning the business to ensure you are solving the right problems, you don’t want to risk putting your energy and focus behind something that won’t provide long term value or isn’t aligned with the business strategy. Check in with stakeholders and understand if there are any immediate fires that could use your attention, but do ...Read More

When starting a new rev ops role where the function did not exist previously, the most important step will be to align on the remit and priorities of the rev ops function. I would look at 4 core aspects: Strategy, Operations, Data & Systems, and Team & Talent and then determine the priorities to tackle first across those areas.  1.       Strategy: If you are a brand new rev ops team, you need to start by asking what are the problems we need to solve for the business? What will be in the ...Read More