RevOps: More Than Just A Punching Bag

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RevOps has seen massive growth in recent times.

Remember when LinkedIn’s ‘2023 Jobs on the Rise’ report named RevOps the fastest growing job title in the US? Well, it doesn’t seem to slow down anytime soon.

According to Gartner, a staggering 75% of the highest-growth companies worldwide will deploy a RevOps model by 2025.

But what's the secret sauce behind RevOps' phenomenal success? Head over to today’s In Depth to find out.

Happy reading!

In Depth ??

RevOps: More Than Just A Punching Bag

Euphoric highs and unbearable lows - that's how being in Sales can sometimes feel. In Sales, you have to keep learning, practicing, and mastering your skills, all while hoping the rules of the game remain the same. Unfortunately, they rarely do.?

New rules emerge regularly, from more subdivisions in territories to additional processes and policy documents (Don’t you love delving into 36-page documents to find something before sending a quote?). And who keeps coming up with these new rules? It’s your RevOps/SalesOps team.

No processes? Sales and marketing are at each other's throats. Too many processes? Guess who they're all grumbling about... Yep, good ol' RevOps, the eternal 'punching bags'. But there is a crucial reason why they have succeeded as a function over the last decade. We all need someone to absorb our stress, and RevOps teams willingly on that role, so that they can deliver their magic.

Taking all the blows and still delivering magic - The RevOps way!

While RevOps is often blamed for broken systems, the best ones use those opportunities to read between the lines, find valuable insights, and try to get things done. Here’s how:

Scenario 1 - Imagine both sales and marketing are frustrated about leads and conversions. RevOps jumps into the fray, digs into the data, finds where things are falling apart, and comes up with a system that measures both lead quality and conversions. Pretty neat, huh? While this seems straightforward, it lets RevOps get really close to the action, figure out what's actually going wrong, and then look at broader strategies and long-term initiatives that can help with lead quality and conversions.

Scenario 2 - Your reps are scrambling to figure out how much they are going to get paid at the end of the month. RevOps comes in with a Sales Compensation platform that provides transparency and estimation. But this also means they get to introduce new SPIFs, new components, measure important sales performance indicators, and create a complex compensation plan that drives new behavior. It may be frustrating in some sense, but it does make a big difference.

RevOps is always in the thick of things, which means they're perfectly placed to push for changes that make everyone's life easier. So, while RevOps might seem like they're just there to take hits, they absorb the conflict, make sense of the chaos, and steer the ship towards smoother waters.

So, while being the proverbial “punching bag” is no mean feat, RevOps also fills the role of someone who can absorb the conflict in modern sales orgs. Next time when you think of RevOps, remember: it's the tough love that makes things tick.

Everstage’s Corner ??

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Pro Perspectives ??

Leveraging Data for Business Impact: Ramabhadran Kapistalam's Expert Insights for Sales Ops Professionals

Ramabhadran Kapistalam, Head of Global Sales Operations, Strategy & Analytics at Red Hat talks about his transition from a data scientist to a global operations & strategy leader, the significance of data in bridging the gap between strategy and execution, and how to build focus on leading indicators over lagging indicators.

Tune in for the full conversation: Spotify | Google Podcasts | Apple Podcasts

RevOpportunities ??

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