Well, it’s officially the holiday season (finally). The box of ornaments has been taken out of the attic, a good supply of hot chocolate and eggnog has been purchased and of course, holiday cards have been made. We’re just a few days away from shutting down our laptops and spending the break with family and friends. So, now seemed like a perfect time to launch our monthly roundup of blog posts for RevOps professionals.
And, I assure you, the content from November is as lit as your Christmas tree will be!
1. 5 Things to Remember While Designing Your 2022 Compensation Plan
When it comes to incentives, a strategically and carefully-considered compensation plan is non-negotiable. The more fairly and lucratively you reward your reps, the more they close deals and bring home the green. The end of the year is the perfect time to revisit your compensation plan and make tweaks in it to align them with your business goals. So, how can you revise your compensation plans to further motivate your sales teams and inculcate desirable actions to boost revenue?
2. Better B2B Data for Intelligent Movement Across the Revenue Stack
In B2B sales, data is a means to an end. It’s not THE end you are trying to reach. But accurate, actionable, and robust data is a great way to get there. Better data means more leads progress more quickly through the sales funnel and result in more opportunities to build ongoing relationships; which again, lead to more sales. Provide data enrichment that leads to details that make a difference to your business: everything from emails and phone numbers to social media activity and events that contacts may have attended.
3. Dear CMOs: Ignoring RevOps is a Huge Mistake
RevOps can increase ROI and deliver the unified alignment across sales, marketing and CX that you’ve always dreamed of. Maybe you’ve heard “RevOps” referred to as merely a fancy new job title. Or maybe that it’s just a trendy initiative within B2B operations teams. Rest assured: This is not a trend. RevOps is about structuring your people, processes and technology in a way that allows you to give buyers and customers experiences they actually want.
4. Top Sales KPIs to Track for Business Growth
When you choose the right key performance indicators (KPIs), you can improve alignment among your cross-functional teams, so together, you can achieve common strategic goals. But without a clear vision of the sales KPIs that matter most, your team could be looking at a range of disjointed data. To get your entire revenue team on the same page, ensure that your business selects the right sales KPIs, shares agreed-upon definitions, and tracks these metrics consistently.
5. The RevOps Framework for Supporting a Product-led Growth (PLG) Motion
While many companies use a traditional CRM and a marketing automation platform to manage the processes and data associated with their go-to-market motions, PLG hinges on end-users having a successful experience with the product. This adds a layer of complexity to the overall processes and systems. Since the RevOps team generally owns the GTM tech stack, they will be a key part of operationalizing the PLG GTM motion.
6. 8 Priceless Pieces of Advice for Revenue Operations
One of the best ways to learn about revenue operations is through the experience and recommendations of fellow RevOps professionals and the way they looked at solving problems. Think about it, all the books you read, podcasts you listen to, videos you watch hold someone else’s experiences as the true premise of the learning. It is invaluable information that will shield you from the ‘if only I had known’ complexity.
7. In 2022 Sales And Revenue Operations Leaders Need To Make Five Perspective Shifts
It’s no secret that buyer behavior and preferences are changing and that these changes are presenting major challenges for sales and revenue operations leaders. Forrester’s 2021 B2B Buying Study revealed that the average number of interactions (both human and digital) involved in a purchase decision leapt from 17 in 2019 to 27 in 2021. Let’s also not forget the impact of constantly evolving technology, which is transforming the way sellers detect, engage, and communicate with B2B prospects and customers. In this article, you’ll discover five key trends that will affect sales and revenue operations leaders’ priorities in 2022.
8. 5 Tips for Running a Successful Forecast Review Meeting
As a sales and operations leader, keeping up with your team’s forecasts, opportunities at risk, and overall pipeline health is necessary to ensure that your sales engine runs at optimal capacity. Forecast accuracy is likely the most critical aspect of a sales organization, and effective sales leaders want to leave nothing to chance.
Missing your forecast has numerous negative implications, including missed revenue, decreased funding, decreased company value, lost plan dependency, layoffs, lowered board confidence - just to name a few.
9. How to Effectively Communicate Compensation Plan Changes to Your Sales Teams?
You design a compensation plan with a lot of considerations, and with the hope of scaling your business to newer heights. But somehow, it doesn’t bring you the results you expected.
Then you’d know the series of events that unfolds. Your sales strategy changes, your compensation plan changes. Above all, your sales teams aren’t going to be very pleased with it. How to make your teams adapt to the new norm while keeping the friction to a minimum?
10. Revenue Engine Performance: Measuring Sales Rep Success
Revenue Operations is a critical part of developing a rep scorecard. Leaders can use it to understand how their team is performing, areas for improvement, and impact the ultimate goal: more revenue faster. In general, you can create the actual scorecard in any tool - Google Sheets, Salesforce Reports, Excel Spreadsheet - but you will want to make sure what you are measuring your teams on them is captured.
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