Revenue Operations Goals for a Great New Year
- Ben Doran, Revenue Operations Consultant
It’s been a crazy year! For some, that may be an understatement. Tons of change, tight deadlines, and an unpredictable business environment make company growth and optimization even more challenging. With you in mind, we created some helpful revenue operations goals to make the new year special!
Improve your lead conversion process
Closing deals is exciting. It’s what everyone on Slack is talking about, and it keeps the lights on in the building. But what about the leads? An unsung hero that usually goes under the radar or, even worse, forgotten. This lack of attention to the top funnel results in poor lead quality, which translates to lots of extra work for sales and missed opportunities!
Improving lead quality is not magic. It starts with a well-thought-out plan and the commitment of your entire team. Then, with a strategic mission in place, you will be ready to implement a funnel that nurtures leads and captures vital information. There are multiple paths you could go down with this process, and they should all involve customized automation and efficient use of technology. If this sounds ideal, but you need help figuring out where to start, Revenue Ops LLC is here to help.
Build a client education plan
How are you currently connecting with your customer base? Do you only hear from them when something goes wrong? You’re not alone if you can’t answer either question or are just too busy to think about them. Too many companies put so much effort and resources into getting their clients and so little into keeping them. Not only do existing customers cost less to maintain than finding new ones, but happy ones will tell others about how great you are. They can be your best sales reps!
A significant step to building this dynamic customer relationship is an engagement plan. That may sound complex and overwhelming, but it can be as simple as a monthly email focused on company updates. Regular communication is a perfect way to keep your customer base informed and excited about why they chose to buy or work with you. If this is already something you do, ask yourself how you can improve your engagement. Maybe it’s a blog or customer focus group. Then, commit to improving your customer relationships in the new year.
Integrate Salesforce with important applications
Is something missing from your Salesforce implementation? Could you save time by connecting it to another system? Salesforce has created an ecosystem where external applications can integrate into an existing Salesforce instance. For example, you can gather feedback from your clients with your favorite survey application without worrying about transferring the data. Or, you can arrange for calls made through the Teams telephone software to be logged to the corresponding account automatically. Maybe you could streamline the billing process by creating a workflow to send a physical invoice to a client with the click of a button.
Integrations can transform the way your business operates and make your life way easier. But, of course, the setup will take time, and we strongly recommend having an expert lead the implementation. So don’t be shy if you have questions about what this could look like for your team.
Optimize and automate the customer onboarding journey
The start of any relationship is always exciting. You’re setting expectations and likely figuring out whether it will be long-term. The customer onboarding process is not much different. It’s a crucial time when both parties are laying the foundation for how the journey will play out. Unfortunately, one wrong step or missed email can lead it down the wrong path. So use the new year to improve customer onboarding and eliminate the possibility of human error.
A great way to do this is through intelligent automation. For example, by using a closed-won email journey that automatically fires when an opportunity hits a specific status, you will know that your customers are receiving the necessary information. Plus, by taking advantage of an email platform like Salesforce Marketing Cloud, the 2023 customer engagement plan we discussed above will be a piece of cake. Sounds good? Our team has plenty more custom ideas to share!
How is this year going to be different?
The end of the year can be a time for reflection and looking forward to what’s to come. Unfortunately, that can bring lofty goals which quickly become unattainable such as reducing the sales cycle, drinking less caffeine, doing a cartwheel, etc. In addition, high expectations contribute to added stress for the individuals tasked with achieving them. Often these goals are abandoned because of more pressing matters.
That’s where Revenue Ops LLC comes in. Our experienced specialists will collaborate with you to create a scope of work and then lead the strategic implementation. By working with a team like ours, you can have peace of mind that you will achieve your revenue operations goals for the new year. If you have questions about how to maximize your revenue or want to hear more about what we do, feel free to schedule some time to talk!