Coming to the end of this summer's CRO school and feeling very empowered by all that we learned and how I can implement it in my role at work.
Learning drives confidence, action and progress. What I got from Pavilion CRO school is a great high-level view on the topics that are central to a revenue organisation.
Favourite class so far was with Cassie Young who covered Storytelling with Data. Highlights covered which inspired reflection, analysis and action.
1. You can't manage what you don't measure
2. You should not measure what you don't plan to manage
3. Reporting answers the what
4. Analysis answers the how, why, what, where and when
Obvious, right? Regardless of what you are doing today, it's worth reviewing step 1-4 to ensure your whole revenue leadership team are on the same page.
We also got some clear takeaways on pitfalls and best practices of data reporting. Three of my favourites
1. Blended vs Composite metrics
2. Beware the % change trap
3. Cohort Analysis
We looked at the bookings build-up method, here, we used the PL information we have today to know what is going to happen way out by knowing the co-hort win rates (hint: co-hort) and not using surface level metrics to make analysis.
Big takeaway on analysis was to stop snorkling, start scuba diving by slicing and dicing your data by more variables than one.
Some scuba diving takeaways that can be actioned quickly and lead to better analysis to drive focus are below.
Win Rates:
By rep, by region, by ICP, by co-hort
Sales Cycles:
By rep, by region, by ICP, by co-hort
Won Deals:
By rep, by region, by ICP, by co-hort, by industry, by company size
Lost Deals:
By rep, by region, by ICP, by co-hort, by industry, by company size
All this to say, highly recommend Pavilion and CRO school for any aspiring revenue leaders who want to master the various functions of the revenue Org in their career. #learning
Content Creator at Living Proof | Social Media Management | Beauty Marketing & Product Development at FIDM
1moHappy work anniversary Sara! 🥳💗