Sharebird
Sign Up / Sign In

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.

Answer
4 Answers
Revenue Strategy Execution
  1. Justin Trana
    Justin Trana

    Databricks Senior Director Sales Operations • 2y

    The hardest thing to do in this type of transition is to force the sales and marketing teams to pivot twice. What I would recommend focusing your energy on is how you can make the current process as stable as possible until you are ready to "flip the switch" on the overhauled version. Even if the current way of doing things is less than ideal, it is what the teams are familiar with and (hopefully) functions to some extent. Forcing a temporary change will likely slow down the lead gen and qualifi ...Read More

    2,311 Views
  2. Cambria Moreno
    Cambria Moreno

    The Riverside Company Director of Revenue Operations • 3y

    The best place to start will be with lead scoring or prioritization so the team has direction in how they handle different types of leads. Next I would work on your routing rules and getting alignment with the sales organization. This is usually the hardest thing to build if you want it to be automated.

    2,504 Views
  3. Eduardo Moreira
    Eduardo Moreira

    LinkedIn Director of Sales Strategy and Operations (EMEA & LATAM) • 2y

    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, demonstrating and estimating funnel dollar leakage, showcasing what good looks like and estimating upside for higher conversion scenarios. For execution I would go for an agile-inspired war room (p ...Read More

    1,804 Views
  4. Tyler Will
    Tyler Will

    Intercom VP, Revenue Operations | Formerly LinkedIn • 2y

    For your project to overhaul the handling of all inbound leads, I would think through all the different aspects of the change that might cause pain. That would let you develop a plan to mitigate the pain for sales and marketing. There are a few questions in the AMA about sequencing and timing of revenue strategy changes and implementation. I wrote a long answer to which you should look at for a general framework to use (see "How do I decide which tactical piece to implement first in our strategy ...Read More

    725 Views

Related Ask Me Anything Sessions

Sowmya Srinivasan

HubSpot Vice President of Revenue Operations, Sowmya Srinivasan on Revenue Strategy Execution

May 1 @ 10:00AM PT

View Answers
Ignacio Castroverde

Cisco Senior Director, Global Virtual Sales Strategy and Operations, Ignacio Castroverde on Revenue Strategy Execution

April 18 @ 10:00AM PT

View Answers
Tyler Will

Intercom VP, Sales Operations, Tyler Will on Revenue Strategy Execution

April 2 @ 10:00AM PT

View Answers
See All Upcoming AMA's

Top Revenue Operations Mentors