Revenue Operations Goals

Revenue Operations Goals for a Great New Year

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!

Implementing Salesforce Successfully

Things to Think about before Implementing Salesforce

Effective Salesforce rollouts require a well-crafted plan and careful execution. Implementations are intricate and demand a thorough knowledge of how the system works. As with everything, experience is vital to a smooth integration. This post is not meant to scare you but to equip your team for the journey ahead. Read on to learn more about what you should consider before implementing Salesforce. 

Salesforce is a powerful system that provides users with unparalleled capability. The tool is a must-have for any company looking to grow and stay connected. It’s so much more than your parents’ CRM – it’s a customer service tool, a help center, a marketing platform, etc. But as the saying goes, “with great power comes a great implementation.”

What Does Integration Look Like?

Like the kid in school who is friends with everyone, Salesforce plays well with external applications. From Dialpad to Adobe, you can easily access hundreds of apps through the Salesforce system.

Before you start the implementation, we recommend mapping out a complete list of integration needs. Make sure you know what you want and how the systems will communicate with each other. 

Pro Tip: Actual integrations take time and require technical expertise. While the DIY spirit is admirable, it usually doesn’t end well here.

How To Train the Team

Salesforce is not an autonomous vehicle; it requires someone to drive it. The driver here is your team, and as it takes time to learn how to be a good driver, Salesforce also has a bit of a learning curve. Therefore, helping users with best practices and terminology is crucial. The two questions you want to answer are:

  1. How are we going to train everyone? 
  2. Where can users go if they have questions?

It’s just as important to have an internal team trained and motivated to use Salesforce as it is to have the tool. Depending on your capacity, training can consist of anything from a series of teamwide meetings focusing on how the platform works to mandatory completion of Trailhead units. This Trailhead curriculum is a free resource created by Salesforce to educate users. It’s a great tool to introduce newcomers to the Salesforce ecosystem. In addition, training allows your team to get up and running on the platform quickly.

Your team should create a working vocabulary and an outline of best practices. It doesn’t have to be pretty, but an internal resource will help answer questions and reinforce standard operating procedures. It may sound like tedious work, but you’ll thank us later.

professional businesspeople

Internal Salesforce Resource

Who is going to be your Salesforce “person?” Who will be responsible when questions, problems, or recommendations arise? While Salesforce is an independent and self-sufficient application, you still need someone internally to oversee the day-to-day operations.

There are a few determining factors when assigning this responsibility. For example, an admin may be a good idea if you’re looking at running a large-scale operation with 50+ users. Admins usually come with a series of certificates and a wealth of knowledge about how the system should run. At the bare minimum, though, you will need someone internally who is comfortable setting up new users, editing fields, and ideally working with Flows. In addition, you’ll find an internal resource who can quickly troubleshoot and answer questions to be very efficient and productive.  

Choosing the Best Salesforce Implementation Partner 

Similar to the dating landscape, there are many options for finding a consultant to lead your implementation. On Google alone, you’ll find the names of 100+ businesses that say they are the best. This process can be confusing and frustrating unless you know what to look for in a partner. Arguably, experience and communication are the top qualities of a capable partner.

Has the company implemented Salesforce before? This is probably a good question when evaluating any business but so crucial here. A lot goes into implementation, and you really need to trust that the company knows what they’re doing. Before making a decision: 

  • Reach out to their references
  • Check their Salesforce Certifications
  • Read their case studies, if available

Communication is often overlooked, but it’s the key to any healthy business relationship. Because of the technical requirements and the level of customization of each Salesforce system, you must be comfortable with how the consultants communicate with you. For example, making sure the system works the way you planned and getting all your questions answered promptly are communication considerations. 

The Salesforce platform can transform your organization. But, before that can happen, the tool must be implemented appropriately. Getting to that place can be an uphill battle if you’re unprepared. Therefore, a comprehensive plan that outlines what happens before, during, and after the implementation is critical. In addition, working with the right consultant will make the transition as smooth and easy as possible. 

Our Revenue Ops, LLC team is committed to providing the best experience possible. We have a tried and true system for Salesforce implementations that starts with a complimentary discovery meeting to discuss your needs. Then we map out a plan with specific tasks and timelines to strategically incorporate Salesforce into your operations and tech stack. We take the time to review project progress and address any questions throughout the process.

If you want to discuss how we can help you to implement Salesforce successfully, don’t hesitate to contact us!

Salesloft Solutions Partner Program

What the Salesloft Partner Program Means to Us

Salesloft recently announced a Solution Partner Program for companies that recommend and implement Salesloft tools to maximize revenue for their clients. We are thrilled that Revenue Ops LLC has achieved Select tier status within this partner program.  

We are excited about formally partnering with Salesloft. We’re very comfortable with the platform. It is our sales engagement software of choice when we’re working on improving our clients’ workflows.

This partnership uniquely positions us to have access to Salesloft resources. We are particularly excited about experiencing cutting-edge product feature releases. Salesloft is committed to providing enhancements that reflect current sales process trends. And, we’ve found them to be really good about responding to customer feature requests since they’re based on real-world use cases. 

We’re looking forward to being privy to future integration and implementation opportunities. We appreciate that improving an operational process does not necessarily mean installing completely new programs. Sometimes existing programs just need a little boost to make them more useful. Integrations enhance our strategic approach when developing the technology and workflows for our clients because it saves time when we implement existing applications to complement new software. It also streamlines the training and onboarding process. 

Ultimately the most significant benefit of this partnership is transferring all of these perks to our clients. So when you work with us, you can be confident that you’re receiving the highest level of service. 

Best Features of Salesloft

We think the biggest and best benefit of Salesloft is that it allows small but mighty teams like us to operate like a large, Fortune 500 company. There might be strength in numbers, but sometimes less is more. 

Thanks to the robust and intuitive nature of Salesloft, we can communicate at scale with our prospects and customers. These days, resources are scarce just about everywhere, and there isn’t enough time in the workday to accomplish everything we need to do. But, if we invest a little time in building relationships with our contacts by defining audience segments, configuring some preset messages, and establishing a reasonable distribution frequency, we can maintain top-of-mind exposure effectively and efficiently.

Salesloft provides the tools we need to automate our communications along with a high degree of personalization and customization. As a result, we can interact with our contacts strategically and regularly. In addition, Salesloft offers one-to-one SMS messaging capabilities and custom videos so that we can engage in direct but less invasive ways.

Salesloft also makes it easy to connect and scale our operations through integrations. Therefore, we don’t have to reinvent the wheel when implementing new technology. Salesloft integrates seamlessly with a number of sales and marketing applications, including Salesforce.

As a Salesforce partner, we combine data from our CRM and sales engagement activities to paint a clear picture of our interactions. And we use the data to evaluate our tactics and optimize them accordingly. 

Salesloft Select Partnership

Salesloft Improves Our Operations

Salesloft is designed to help sales representatives be productive and focus on their regular sales tasks. They don’t have to be bogged down by mundane administrative tasks because Salesloft automates and synchronizes tasks like recording conversations, scheduling meetings, and designing and distributing reports. 

Sales representatives feel more organized and aware of their responsibilities. Salesloft makes it easy for them to understand where their contacts are within the sales process. And they can easily plan the next steps and follow-ups so that nothing falls through the cracks. 

From a customer experience perspective, Salesloft enables customer service representatives to stay on top of renewals to maximize revenue. Avoiding missed opportunities goes a long way to ensuring recurring earnings and maintaining customer satisfaction. In addition, positive experiences with customer service help to extend the customer lifecycle.

Why Salesloft

When considering a sales engagement platform, it’s impossible to ignore Salesloft. It’s a market leader, and for a good reason. Salesloft focuses solely on optimizing business development opportunities and streamlining the sales cycle.

We at Revenue Ops LLC are intentional about aligning with market leaders. Salesloft is recognized by G2, Forrester, and TrustRadius. We help our clients maximize their revenue and scale their business by working with best-in-class products.

We are an experienced team of sales, marketing, and customer success professionals committed to helping clients improve their performance. We apply our deep knowledge of CRM systems like Salesforce and sales enablement tools like Salesloft to optimize sales potential by stimulating and tracking customer interactions. Learn how we can help you implement a strategy to improve revenue operations and maximize your growth.

Improve Revenue Operations by Consolidating Your Data

How Consolidating Data Can Improve Revenue Operations

Listen to Heather Davis Lam explain how consolidating data can improve revenue operations, also known as RevOps. Authentically Successful is a podcast hosted by Carol Shultz that features experiences from founders and executives. Heather is the founder and CEO of Revenue Ops LLC, a revenue consulting company. Before becoming a revenue operations expert, she was a professional musician. Eventually, she was introduced to Salesforce and never looked back.

Heather manages a lean but nimble staff who are just as passionate about data and efficiency as she is. Their natural ability to optimize workflows internally is the key to successfully helping other companies improve their operations. Heather promotes professional development and mentorship among her staff by pairing team members together so that they can learn and grow from one another. 

Revenue Operations At Work

RevOps is a strategic approach to managing business operations. Revenue Ops LLC works with companies to leverage their people, processes, technology, and data to scale their business.

According to Heather, small and medium-sized clients who want to improve revenue operations usually start with a core technology platform, namely a customer relationship management (CRM) tool, like Salesforce Sales Cloud. As a cloud-based program, access is easily managed for users according to individual needs. In addition, users don’t have to download or install the software. 

Once the core system is implemented, other tools are inevitably added to enhance the CRM. Clients get excited about marketing automation opportunities and sales enablement utilities. Programs like Pardot and Salesloft are native complements to Salesforce.

Revenue Ops LLC always offers a training component after an implementation. Training workshops are customizable according to the client’s goals and resources. Some clients want to be as independent as possible. While other clients don’t want to touch the system once it’s set up. There are managed services packages that provide a bank of hours each month for support. It’s a straightforward ticket system that gives users access to a professional team member/dedicated representative who will troubleshoot issues or guide them in expanding the system’s capabilities.

Heather lives and breathes the idea that you can do more with less.

“We’ve been able to create efficiencies within our own business and also help others create those same efficiencies within their business. So, that you can work with more of a lean team and be able to really maximize your ROI because you’re not having to spend all this extra money on either projects that could be automated or by having new people added to your headcount to do these projects that you were doing manually before. We’re here to help out.”

Listen to the entire interview now.

 

About Revenue Ops LLC

Revenue Ops LLC is an experienced team of sales, marketing, and customer success professionals committed to helping clients improve performance. The ultimate goal is to streamline workflows so that our clients can make data-driven decisions that maximize revenue. We apply our deep knowledge of CRM systems like Salesforce and sales enablement tools like Salesloft to optimize sales potential by stimulating and tracking customer interactions.

Learn how we can help you implement a strategy to improve revenue operations and maximize your growth.

How Talent Optimization Experts Implement a Revenue Operations Strategy

Watch episode 1 of the Rev Ops Roundtable. Our special guest is Michelle Joseph, Director of Client Acquisition & Success at Cedalion Talent and Co-founder of Thrive Collective. We discuss successes, challenges, and advice for those looking to implement a Revenue Operations strategy and Michelle’s experiences when setting this up for her own work.

Getting Started with Rev Ops

In this discussion, Michelle describes how she and her team overcame the challenges of starting a business. She says their main problem was organizing and managing prospects. They knew they wanted one centralized tool that would scale with them as the business grows.

Rather than storing customer data in a Google Sheet and relying on Slack to communicate with team members and then cobbling the tools together, they felt Salesforce would provide the functions that they wanted, and then some. But, the idea of implementing the software and trying to manage the backend, all while trying to develop the talent optimization business, was daunting. 

Like many startups, finances were limited, but Michelle recognized her limitations with technology. It’s not just a matter of installing the program; users have to be trained, the system has to be customized according to unique workflows, and the backend database must be maintained and secured properly. These tasks were beyond their skills and interests.

Revenue Operations Experts

After hearing horror stories about freelancers not setting up systems satisfactorily, Michelle was cautious about working with the right team of professionals. The opportunity costs of losing or disappointing customers were not something she was willing to pay. Nor did she have the desire to reverse engineer any problems that might crop up later on.

Working with Revenue Ops LLC was a no-brainer. The Salesforce implementation was fast and efficient. Now they’re looking ahead to segmenting their audiences and creating and automating custom flows to distribute personalized and consistent messaging to contacts regularly.

Michelle’s advice: Get it done right the first time.

Rev Ops Roundtable Episode 1
Play Video

About Revenue Ops LLC

Revenue Ops LLC is an experienced team of sales, marketing, and customer success professionals committed to helping our clients improve performance. We do this by focusing on three primary pillars:

  • People and processes
  • Technology
  • Data and analytics

Our ultimate goal is to streamline workflows so that our clients can make data-driven decisions that maximize revenue. We apply our deep knowledge of customer relationship management (CRM) systems like Salesforce and sales enablement tools like Salesloft to optimize sales potential by stimulating and tracking customer interactions.

Learn how we can help you implement a revenue operations strategy to maximize your revenue.

How Does Revenue Operations Drive Better Value?

How Does Revenue Operations Drive Better Value?

There has been considerable talk in the business and financial worlds about how revenue operations drives better value when companies use it to create a more streamlined approach to lead management and revenue enhancement. While the concept has been around for a while, its use has only recently come into full effect thanks to platforms like Salesforce and Salesloft that make it easier for companies to implement a revenue operations strategy.

The key is understanding what revenue operations is, how to use it to maximize your revenue streams, and what value it brings to organizations. We’ll examine each of these points and more, so you can understand why revenue operations is valuable to your company.

What Is Revenue Operations?

In a traditional business, the customer service, sales, and marketing teams do their own thing with minimal connectivity. If there’s connectivity among them, it’s cursory at best, and their efforts probably aren’t coordinated.

The marketing team generates leads and nurtures them until they’re ready to speak to sales. The sales team identifies customer needs and presents ways to solve those challenges. The customer service team helps with retention and keeps the customer happy and satisfied with the provided products or services.

The Revenue Operations team (aka RevOps) brings all of these groups together cross-functionally to form a cohesive unit that works together to drive conversions and provide an excellent customer experience. The Revenue Operations team primarily focuses on three key pillars – processes, technology, and data/analytics.

Bringing Teams Together

A Revenue Operations team’s strength lies in their ability to see the entire system and how each piece – Sales, Marketing, and Customer Success – fit within it. The head of the Revenue Operations team is responsible for creating the vision of a single business view with shared goals and revenue targets. They coordinate with the heads of each department to ensure that the strategy developed for revenue operations aligns with the goals for each team and the company.

 The head of Revenue Operations then shares these strategies with members of their team, who include liaisons that regularly interact with each functional group. These liaisons are responsible for keeping the lines of communication open between the functional groups and Revenue Operations. This arrangement allows for data and ideas to be shared easily.

Platforms such as Salesforce and Salesloft make data collection across teams easy and provide a high degree of visibility into prospect and client interactions with the entire company. Each functional group is responsible for key performance indicators (KPIs), including annual recurring revenue (ARR), the number of leads generated, customer turnover rate, and customer lifetime value.

Processes Designed to Bring Everything Together

Team connection and data collection can only go so far, but processes developed to bring these two aspects together create a successful revenue operations strategy.

The goal of revenue operations is to make sure all teams work together from the beginning, when a customer considers purchasing a product thanks to marketing, closing the deal with sales, and then customer service successfully renewing and upselling products or services.

The Revenue Operations team assists each functional group by mapping processes and documenting procedures that can be shared with other functional groups or used as training materials. These processes ensure that team members follow repeatable processes and achieve consistent results.

Processes help maintain cohesion from one team to the other and ensure that everyone understands what the other groups are doing. Processes create accountability across the teams and streamline revenue growth, so you see benefits like increased upsells, better customer retention, and shorter sales cycles.

All of these add value to your teams and your company. Don’t underestimate the importance of processes in revenue operations. Collaboration and data collection can only go so far unless there are processes in place to coordinate everything into a cohesive unit.

Difficulties Implementing Revenue Operations

Revenue Operations as a concept has been growing significantly within companies of all sizes, as stockholders start to appreciate the value and importance of developing a coordinated cross-functional strategy. However, since there isn’t much information readily available about revenue operations best practices, there have been some obstacles.

One of the biggest problems is companies treating revenue operations as an experiment. They want to try it out, but they don’t invest the time and money into the resources needed to make it successful.

They may create the team but not invest in the technology stacks necessary or develop the processes required to meet KPIs. If you treat revenue operations as an experiment or as a proof of concept, then you’re setting yourself up for failure.

You need to go all-in when it comes to revenue operations. There are services available to help you develop your revenue operations strategy, like Revenue Ops LLC.

Another barrier is centralizing and organizing clean data. As we mentioned before, data collection is one of the most important aspects of RevOps. With the ever-growing number of technology platforms utilized within companies, vast quantities of data are collected on prospects and clients who are interacting with your company. However, if you don’t properly analyze the data, you can’t use it to make the data-driven decisions that move the company forward.

Finally, some companies treat revenue operations as sales operations. Many companies believe that revenue operations and sales operations are the same, but they’re not. Revenue operations offers a holistic approach to business operations to fill in the gaps between sales, marketing, and customer service. In contrast, sales operations focus primarily on the processes, technology, and analytics most important to the sales team.

Value of Revenue Operations for Companies

The primary value of having a dedicated Revenue Operations team for your organization is efficiency. Since the RevOps team has visibility into processes, procedures, and technology utilized by all cross-functional groups, they can quickly identify redundancies and streamline operations.

Other benefits include increased ROI due to targeted prospect and customer interactions. Since connected systems like Pardot, Salesforce, and Salesloft all share data and reveal different insights, the company can provide personalized messaging at the right time to prospects and customers. This experience leads to increased conversion rates and improved customer retention.

The ability to analyze data and make timely, data-driven decisions is also a fantastic benefit realized by companies that implement a Revenue Operations team. Since RevOps has fully integrated its technology systems, established standardized processes and procedures, and built reports and dashboards to analyze the entire sales and marketing funnel, detailed reporting can be created. So various teams can be agile and responsive to quickly changing market conditions.

Value Goes Beyond Revenue

While the ultimate goal is to improve revenue, a revenue operations strategy does an amazing job of creating goodwill and building morale among the sales, marketing, and customer service teams.

Start Your Revenue Operations Journey Today
Revenue Operations is becoming the norm for business-to-business companies that want to create more revenue and build a trusting and cooperative core team. Your competitors are working hard to get their revenue operations up and running, so you should too.

There may be infighting and corporate animosity among the teams because they see themselves as internal competitors. It’s hard to create a team atmosphere when there’s little communication among the core teams.

Your revenue operations strategy instills a sense of unity and camaraderie. The success of one is the success of all. The organizational culture shifts from a “me vs. them” mentality to an altruistic mindset. The entire group shares in both the corporate successes and learning opportunities.

Revenue operations provides accountability. If one team underperforms, the others are there to offer support. There’s no relishing of defeat, but instead a desire to see everyone grow and succeed for the company.

Management can see how the team dynamic changes even after the first few weeks of adopting a revenue operations strategy. The teams generally become collaborative and comfortable with sharing constructive feedback. Productivity is positively impacted when there’s a mutual appreciation for different perspectives.

The Revenue Operations team is the impartial glue that holds the various groups together and helps them realize their true potential.

Revenue Ops LLC can help you develop your revenue operations strategy from start to finish. Our team of certified experts will work with you to solve your most pressing business challenges and help you develop everything you need to bring your business to the next level.

If you’re interested in learning more or would like to talk to one of our revenue operations specialists, please contact us today.