Revenue Strategy Execution
How can I break down the forecast pipelines ($) on product level?
Currently our sellers give overall ARR inputs on opp level on CRM. We are finding it challenging to take it directly from CPQ quote lines due to multiple records for a single product (i.e. no hygiene on quote lines).
Using Salesforce for both CRM and CPQ
Any suggestions appreciated. Happy to connect via text/call. Thanks!
LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 6mo
In order to forecast at the product level, you’ll need historical bookings broken down by product and/or open pipeline data by product on opportunities in your CRM.Below ...
909 Views
How do I get my marketing leader on board if automation is key to my strategy?
My marketing leader was on board with my strategy and helped me craft it but now that I have started creating process flows in the MAP they are saying they want to own any process changes and decide when they will be implemented.
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 2y
This is classic in any company and a very common situation any RevOps leader would need to face regularly, not only with marketing but with every other stakeholder in the...
596 Views
How do I decide which tactical piece to implement first in our strategy for revenue engine?
I have developed our first company strategy for our revenue engine and I have buy-in at the exec level.
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 2y
Choosing the first tactical piece of your revenue engine strategy to implement first is a pivotal decision, as it directly influences other initiatives in the pipeline. T...
679 Views
How do revops leaders quantify the metrics of success? What does a good year look like according to you?
My company, Sonar, works with revops teams to make salesforce the most effective tool it can be to streamline GTM ops. As a salesperson, sometimes I find it hard to quantify the benefits of my product. I look forward to hearing how a revops leader quantifies the value of a tool that saves your team time on scoping, cleaning tech debt, having a comprehensive data dictionary, and fixing breaks much faster.
Intercom VP, Revenue Operations | Formerly LinkedIn • 2y
This is a good question and I hope other people can comment and provide their perspectives as well. I think defining and quantifying success metrics for RevOps is challen...
1808 Views
How do I ensure that the revenue dashboard is accurate and updated in a timely manner?
I am working on our first revenue dashboard and I want it to be as accurate as possible. I am building it in Salesforce and using the opportunity stages as percentage indicators towards closed won. This is a new process and I am finding that the sales team is not updating the stages in a timely manner which is impacting the dashboard.
Databricks Senior Director Sales Operations • 2y
The data on this type of dashboard is truly only as good as the input from the sales reps. The most effective way to get this data moving, with accuracy is to hold accoun...
1776 Views
How long is appropriate to plan for the initial implementation of the revenue strategy?
The C Suite wants an estimation and I am not sure where to target.
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 2y
Building an estimate of the time it would take to implement a revenue strategy is indeed the million dollar question. To be honest, I also often ask my team the same thin...
676 Views
Cisco Senior Director, Global SMB & Mid-Market Sales Acceleration and Program Office • 2y
For me, the indispensable tool I rely on is a robust Customer Relationship Management (CRM) system. This centralises customer data, streamlines processes, and enhances co...
945 Views
What is the best format to create a data dictionary for the company to align everyone on terms so we speak the same language?
I was thinking of creating this as a word doc and sharing.
Databricks Area Vice President, GTM Strategy & Planning • 3y
I'd consider a format that is easily accessible and that is easy to keep up to date. As such, I'd suggest something like a company wiki and/or link directly from your BI ...
5317 Views
SVP of Operations | Formerly Engine, Sound, Deel, Marketo, Syncari • 2y
Take this opportunity to sit with the new leader and walk them through your current strategy, why it was developed what your expectations are, etc. Seek to understand the...
851 Views
What are the long-term metrics that you prioritize reviewing in running your organization?
I believe organizations that I have been a part of spend too much time prioritizing short-term metrics (pipeline, forecast, YoY growth, etc.), and I notice this is especially true when creating deep partnerships with Sales leadership. What do you look at to determine the future health of your organization (ex: new logo wins, # of partner wins and contribution, growth in pull-through services)? How do you balance focus on short and long-term health?
Databricks Senior Director Sales Operations • 2y
New logo lands and partner activity are great measures of long term success. I would also but renewal rates, average deal size, and length of contract terms (e.g. 1 vs 2 ...
1439 Views
What are some ways I can leverage partnerships and community sponsorships without a huge budget?
I made a short list of communities and micro influencers that I planned to explore but I just got word that the budget has been drastically cut.
Intercom VP, Revenue Operations | Formerly LinkedIn • 2y
Even with a budget cut, you should be able to find ways to leverage partnerships and community. You noted that you have a short list already so I would spend time priorit...
871 Views
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.
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, mo...
1790 Views