What's a good way to approach decisions that other teams feel they should own vs. Revenue Operations feels they should own?

When it comes to cross functional items, ownership has to be a partnership to succeed. While Revenue Operations may be the primary on Territory planning and Pipeline target setting, IT might take the lead on systems and tools, in close partnership with RevOps. In earlier stage environments, most teams will work together because there aren’t enough resources to get the work done any other way. As the company grows, teams will often look to take ownership of specific areas, but to what end? Owners ...Read More

Understand Perspectives: Taking the time to understand the concerns and expertise of the other teams involved and why there are differing takes on ownership Collaborative Discussion: Initiate an open and collaborative discussion to explore different viewpoints and potential solutions to identify where teams can collaborate or own different pieces Alignment on Goals: This is where OKRs can help - focusing on shared goals and outcomes to determine how the decision aligns with organizational object ...Read More

I like to align on roles for decision making before a project / initiative starts. The RAPID or DACI frameworks provide great structure to map out the decision makers. If the project has already begun, it's still not too late to propose a DACI framework and align on that with fellow leaders and team members. It's best to get the roles aligned on agnostic of the actual decisions you need to make, to avoid making it personal or political. My general rule of thumb is that the sales leader is usuall ...Read More

First, when I look at ownership, I look at “who is accountable for the success of the solution?” If there is a conflict, I ask a few questions of the group to determine ownership: What is the problem we’re trying to solve? Who is most directly impacted by the outcome of the decision being made? Who is the CEO going to call if the solution goes sideways? For example, when streamlining a manual process for sales, there are several problems to solve: Identify the important information to capture in ...Read More

Decision-making is a crucial organizational skill for successful companies. Plenty of teams with good ideas fail to execute because they can't make decisions effectively. In this question, I presume there is some disagreement over who should make a particular decision but without that context it's hard to evaluate further. Here are three tools I recommend that can significantly improve the clarity of who, how, and when you will make decisions in your organization. RAPID framework (HBR article am ...Read More