What are good OKRs for revenue operations?

At a high level, there's generally two buckets of metrics that Sales/Rev Ops teams look at that are fundamental to understanding the health of the business: revenue generation and revenue retention. Within revenue generation, the main three categories of KPIs are pipeline execution/progression, pipeline generation, and pipeline coverage. Pipeline progression and execution is about how much of the existing pipeline the sales team has progressed (matured from one stage to the next) or closed (book ...Read More

The exact OKRs for RevOps will depend on the circumstances of your business but I believe teams need to have a mix of run-the-business deliverables, process/operational improvements, and larger strategic initiatives. With all the pressure on day-to-day work and fire fighting in RevOps, I think the latter two are important to set and align with your stakeholders (e.g., CRO, VP Demand Gen, FP&A) in order to have the air-cover needed to say no to other things and make real change in your busine ...Read More

Since what constitutes a good OKR is contextual by org, I'll share guiding principles I use to develop strong rev ops OKRs: Align OKRS directly/indirectly to the company's top priorities Vet OKRs with key stakeholders in the org Define OKRs with key results that are easily understood and measurable Company Alignment - you define OKRs to ultimately help your org/team achieve your company's top priorities. If you can't easily articulate how your OKR helps achieve a top company goals, consider revi ...Read More

First and foremost, whatever the OKRs you choose need to check two basic principles in my opinion:1.Alignment with Business Objectives: Each OKR has to be directly tied to the broader goals of the organisation, ensuring that the efforts in RevOps contribute tangibly to the company's overall success. 2.Passing the "So What" Test: The chosen OKRs must be crafted not just to track activities but to generate meaningful outcomes. They should answer the "so what" by demonstrating how each key result i ...Read More