How do you ensure that Revenue Ops is providing the right level of support to the Sales team?

Ensuring that RevOps provides the right level of support to Sales is a multifaceted challenge that depends on several factors. First, we need to define the type of support required—is it strategy and insights, book-of-business planning, deal desk operations, systems and technology, or enablement? We also have to consider the organization's size, growth plans, and budget constraints. Resources are finite, and Rev Ops must allocate them efficiently to maximize value.

I follow a few guidelines:

1. Analyst Support: For insights and territory planning, I recommend having at least one analyst for every 20 go-to-market representatives. This scales appropriately as the organization grows and ensures that Sales has the data-driven support needed for decision-making.

2. Dedicated CRM Administration: Bringing in a dedicated Salesforce administrator early is crucial. Delaying this role can lead to significant technical debt, hindering scalability. Relying on analysts or Rev Ops managers to handle CRM administration often results in subpar performance in both roles.

Beyond these roles, collaborate with Sales leadership to identify the "jobs to be done" that enable Sales to hit their targets and drive incremental organizational improvements. Once these tasks are outlined, assess whether there is internal capacity to fulfill them. If not, it may be necessary to propose adding specialized roles.

For example, if there's a bottleneck in generating contracts and RFPs, this might indicate the need for a Commercial Operations function or a Deal Desk. If onboarding new sales talent is a challenge, establishing an Enablement function could be the solution.

There's no one-size-fits-all answer. The key is to:

• Identify critical support areas: Insights, strategy, planning, data hygiene, contract operations, systems architecture, etc.

• Assess internal capabilities: Determine if existing team members can meet these needs effectively.

• Address gaps proactively: Propose solutions, whether through new roles or process improvements, to ensure the go-to-market engine runs smoothly.

Evaluate needs and capabilities then RevOps can provide tailored support that aligns with Sales' objectives and the organization's growth trajectory.