Will Foley’s Post

RevOps is not hard. It requires some basic math, critical thinking, and a lot of curiosity. What makes RevOps hard is getting others to understand the math, follow the analysis of available facts, and willingness to change. ✨ Want to improve? ✨ 1️⃣ Join your next sales training. Especially if it's about discovery, objection handling, or negotiation. 2️⃣ Build credibility by joining prospect and customer calls. 3️⃣ Teach your audience RevOps. Sales math is conversion rates and probabilities. This will help the rep be better at their job, too!

Forecasting: A RevOps Super Power While RevOps plays a massive role in forecasting revenue, I am talking about RevOps's ability to forecast their work. It’s a superpower of great RevOps professionals because it helps set proper expectations and builds trust with key stakeholders. Where to start: 📋 Make a plan - Schedule and ruthlessly prioritize time to make yourself a plan. Start with a week, move to a month, then a quarter, and beyond. ✅ Review your plan - Be honest with yourself. What got done and what didn’t? Be kind to yourself as you learn. 📚 Apply Learnings - You will get better at forecasting your work every cycle. Plan for the unknown, ad hoc work is a guarantee. 🎓 Celebrate the wins - Be it yours or others, celebrate. Express gratitude because life is better that way. #revenueoperations #revops

Revenue Operations tip: ask WHY to all incoming requests. 1️⃣ Improves your understanding of the context of the request and will help guide the micro-decisions you make to fulfill the request 2️⃣ You build trust with your requestor 3️⃣ You learn something to help you become a proactive Revenue Operations resource <= Your Goal 🏆 #revenueoperations #revops

Annual planning is fun… There indeed are parts of it that are not fun, like strict board deadlines and the implications of making “bad” assumptions however, I see it as an opportunity to educate the GTM teams. The annual planning process is an opportunity to highlight your business knowledge. The more that you can educate the team with that knowledge, the more likely you will be to achieve the plan. Here are some ways you can do that through the process: 🤝 Meet 1 on 1 with key stakeholders - Annual planning can intimidate many people. By working with the key stakeholders on a 1 on 1 basis, you can learn their comfort level and how you can help them to own it moving forward. ✍ Use a narrative, not numbers - One of the reasons annual planning is intimidating is because it’s perceived to be a math exercise… someone else’s job. The math involved in annual planning is basic arithmetic. The part that most people need help with is translating their narrative into numbers. So, before you start with the numbers, nail the narrative and show your stakeholders how to turn it into the numbers needed for the plan. 🔢 Iterate on the plan - Many annual planning processes include multiple plans, so iteration is part of it. However, it is also helpful to iterate with key stakeholders in your 1 on 1’s so you can give them extra repetitions. This takes practice, and iteration helps people learn how changes to the plan impact them. #revops #annualplanning #budgeting #forecasting #forecast #revenueoperations #growthmindset #learning

Annual planning... You may have already started or been thinking about it, or this post reminded you that it is coming. It is one of my favorite RevOps activities. It is an opportunity to flex your strategic thinking skills. Yes, it will have plenty of analytical exercises. However, the premise is rooted in predicting the future. That's a cool superpower. Take the time to: 🦒 Lift your head from the spreadsheets and observe the bigger picture. What is happening around you, within the industry, and even in the world that could impact your business? 🖼 Before diving into the spreadsheets, take the time to think creatively. What could a future world look like if... Play out the scenarios. Have fun. 👫 Include as many people in the process as you can. The collective idea is better than your idea. It also will build buy-in, making the execution of the plan easier. #annualplanning #revops #revenueoperations #budgeting #strategicplanning #strategicplan

Revenue Operations mean a lot of things to a lot of different people… I went from Customer Success to Revenue Operations because customers are how you grow revenue. Right now, more than ever, Revenue Operations needs to focus their time on how they can use people, processes, and technology for a better customer experience. #customerexperience #customersuccess #revenueoperations #revops #revenuegrowth

RevOps is a strategic function that can help create plans for hitting your revenue goals… however, plans change, and so should you. RevOps spends an enormous amount of its time and effort laying out very detailed plans on how a GTM team can achieve the revenue goals so that when the inevitable change in plans occurs, it can feel like an attack on your work. You may feel threatened or even upset that your work is now wasted. Your guard is up. The best way I have found to make these feelings pass is to: 🎓 Stay Curious - Ask yourself what changed. Get into the details that RevOps professionals drool over. 👬 Change Your Perspective - Easier said than done, but take the time to defend the change. Form arguments that help you see the situation from someone else’s perspective. ✔ Assess The Impact - This is RevOps bread and butter. Take the time to understand how the change will impact the plan and what has to be changed or not pursued. Most importantly, communicate it to the GTM Leaders and Team. 👟 Buy Into It - You achieve much more when you row together. Commit to the change and get back to work. “Everyone thinks of changing the world, but no one thinks of changing himself.” – Leo Tolstoy #revenueoperations #revops #changemanagement #planning #gtmstrategy

Want to crack the vicious cycle of reactive RevOps? Looking to level up your strategic skills? The next time you have identified a challenge that you are faced with that ultimately will impact your GTM team members, rather than asking for permission to work on it, outline a plan with recommendations and send it to the GTM Leaders for feedback and, most importantly, get to work. This is a hard shift in perspectives. However, it will ultimately empower you and your company to self-organize and solve problems autonomously. To make this work, please listen to the feedback, work with others to get their buy-in that it's a challenge worth solving, and make sure people realize the benefit of the work. #revenueoperations #revop #coachingculture #selfdevelopment

Revenue operations is a methodology used to grow revenue by aligning Marketing, Sales, and Customer Success disciplines to provide a consistent customer experience. But how? There are many ways. However, one of my favorites is creating spaces to talk about processes. Sounds boring… 😩 Role specialization has led to the creation of the three classic GTM disciplines we hear about all the time, Marketing, Sales and Customer Success. For them to provide a consistent customer experience, there are handoffs between those disciplines. The best practice is establishing an SLA and quality metrics to help monitor those handoffs. However, this is where it falls short and why creating spaces to discuss processes is so important. 1️⃣ Create a space for each of those disciplines to talk about all the handoffs they manage between each other. Why? 2️⃣ It reinforces the process because it is constantly being monitored. 3️⃣ The conversations are about the process vs. the all-to-common conversation in a silo about how one team is not doing its job. Processes need to evolve to adapt to the changes being observed. Having a space to talk about it makes it easier to facilitate those changes. 🎁 Bonus points for making these spaces fun. This helps promote creativity and buy-in with the teams managing the process. #revenueoperations #revops #gtm #gtmstrategy #funatwork