RevOps Co-op Weekly #66 - Build Solid Legs on your 3-Legged Stool Before Hiring for Growth
Adding more people isn’t the key to growth. Adding them with the right systems, processes and tech is the way to grow successfully.
RevOps Co-op provides resources, content and community for those who ❤️ revenue operations. This weekly newsletter features collected tweets, posts and thoughts on a variety of RevOps topics. We also have a private Slack community with > 3,500 RevOps pro’s from companies like Slack, Lyft, Clari, Miro and more 👉🏻 click here to join.
📣 COMMUNITY ANNOUNCEMENT! 📣
Thank you to everyone that gave their feedback in our bi-annual Community Listening Tour survey — the deadline to contribute was January 7th, 😉 but if you want to sneak yours in before we start tallying up the data, now’s your last, true and final chance!
We can’t wait to share what we learned about our members and what you want out of your time with the Co-op. ❤️
Build Solid Legs on your 3-Legged Stool Before Hiring for Growth
Guest blog writer and RevOps Co-op member, Anastasiia Vasiutina is the Operations Manager and RevOps specialist with England-based job platform, Caroo. With the company’s daily focus on talent and staffing, she brings a specialized take on what to think about before integrating new people into an organization.
Wait, more people doesn’t necessarily lead to more output?
If we’re to trust maths alone, we make flawed assumptions:
The company has 5 people, producing X amount.
Add 5 more people and 2x will be the result. Right?
Not so fast, grasshopper. You’re talking about people and people don’t often fall into the finite regions of a maths equation.
When faced with growth and all the pain that comes with it, it’s natural to think hiring more people is the solution. But the maths will only lead to 2x the output if the five people currently on the team are firing on all cylinders, consistently meeting KPIs and targets, and utilising the most optimal processes with no revenue leakage or natural setbacks in sight.
“For me, successful growth rests on three pillars: people, process and tech. Get one element wrong and you’ve taken a leg out from under the proverbial three-legged stool.”
Now you’ve got a headache and your tailbone hurts.
“I believe that companies need to review these elements long before it’s time to consider hiring for growth. No employee is capable of hitting 100% every single day, but if they hit a solid average of 80%, and new team members can be integrated into the same systems for similar outcomes, hiring may be the way to solve the growth puzzle. If everything is working smoothly, you’re ready to add more talent.”
If things aren’t as smooth as they could be, consider these tips to assess that three-legged stool of yours and ensure it was made by a craftsman, not your uncle after too many scotches, with no screws and a faulty tape measure.
People: Use middle ground to measure success
We know that not all people perform at the same level. You’ll have superstars and you’ll have plodders. Set your growth model on a superstar and you’ll be disappointed by underachievement from other team members. And don’t forget the fact that your superstar can become your dependency.
If they leave – well – that stool we talked about? You know… you’re left rubbing your tailbone again, looking for a stack of books to prop it up.
It’s equally dangerous if you set growth models on a plodder. Here too, you’ll be disappointed, but this time you’ll be disappointed by the future models built on their performance.
To minimize the risk of being impacted by over and under-performers, you need to close the gap between them before you grow. The smaller the gap between the highest achievers and lowest achievers, the more stable and predictable your results will be and the more likely it is that what you’ve built is repeatable and scalable. And that’s what every revenue leader looks to build: repeatable & scalable growth.
People: Setting the right targets
If you resolve performance issues before adding people for growth, you strengthen the ‘people’ leg of the stool by creating repeatability. Additionally, looking at performance metrics means that you can objectively assess your whole team against the assumptions you’re making in your KPIs.
…There’s more! Read the full Blog here 👉 Build Solid Legs on your 3-Legged Stool Before Hiring for Growth
🗣 From the Community
#04_revops-questions - Defining the Pillars of RevOps
1/03/21: Happy New Year! If you consider four key areas of Rev Ops to be: Operations, Insights (BI/Analytics, etc), Tools, Enablement. First, are there any main areas you all have in your org's that don't fall under those four and second, what do you feel makes up the "Operations" pillar? Read 11 Replies.
#04_revops-questions - Measuring MQLs vs MQAs
1/07/21: HI!!! I have a question about MQLs vs MQAs, Who here has made a switch to measuring MQAs instead of MQLs in B2B orgs. How do you do it? How do you build reporting around it? Was it a difficult transition to go from measuring MQLs to MQAs?the reason I ask is because we may get 5 MQLs from the same company, and only one of them may convert, so it seems a better measurement would be to measure MQAs instead of MQLS. Read 6 Replies.
#08_tools-and-software - ZoomInfo Alternatives Due to Bad Data
1/07/21: Zoominfo Users out there, is anyone else seeing an increasing amount of either really sale or just completely wrong data coming from them? The amount of bad contact/account data that we're getting is really astounding to me right now. Read 5 Replies.
#08_tools-and-software - CPQ Tool Options
1/07/21: Does anyone have Salesforce and use a different CPQ tool rather than using the SF one? Have you used one and gone to another? I'm trying to solve for some opportunity/product/quoting issues but want to keep the process as simple as possible for sales. What we are doing currently is very cumbersome due to the way we process orders. Any insights is much appreciated! Read 10 Replies.
💬 Access the RevOps Co-op Slack group here to contribute to the conversation!
🐦 This week in #RevOps Social
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The CSOps Toolbox 🧰.
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📅 Upcoming Events
Slack AMA with Briana Yarborough - Wednesday, January 12 at 9am PT (12pm ET)
Tune into #03_general as we chat with with Briana Yarborough, Revenue Operations Leader at ASAPP. Get your questions in about: 1. RevOps & BI as an evolutionary framework, 2. Finding your Tribe, 3. What it means to be a Sponsor, and why it’s important for DEI/ Intersectionality in Revenue.
RevOps Hangout with the ROC! Virtual Networking - Thursday, January 20th at 2pm PT (5pm ET)
Co-hosting with us is Eric Portugal Welsh of Demostack and Seb van Heyningen from Central Metric.
Topic: Teams of One. Room 1 - How to begin building use case for a bigger team. Room 2 - How to be strategic when stuck in the tactical.
This is an interactive session. No slides, no demos - just sharing experiences and helping each other.
Bi-weekly Product Led Revenue Peer Calls | Correlated
We're a group of revenue leaders who meet bi-weekly to talk all things PLG & PLG sales (product led revenue!).
📚 Your curated #RevOps reading list
6 Keys to Generating Revenue-Driven, Actionable Insights from Your Data | Cortado Group
If RevOps were a sentient being, the lifeblood pumping through its veins would be data. Without a rich, steady, real-time supply of quality data, RevOps would not be able to do what it does best. Its strength is providing executive-level insights for making intelligent decisions that impact revenue. Good data analyzed intelligently and presented well can provide full enterprise visibility and actionable insights across the customer journey.
The future of sales tooling for B2B teams | Momentum (a community partner)
Enterprise selling is becoming increasingly complex and collaborative. With multiple client-side stakeholders and in-house teams weighing in on each deal, it’s never been more important to have the right tools and processes in place.
The Journey to Effective ABM: Taking the First Steps | LeanData
Nearly every B2B revenue team professional is familiar with account-based marketing (ABM), a go-to-market strategy based on account awareness where an organization identifies and engages with individual customer accounts as markets of one. In fact, according to HubSpot and its Not Another State of Marketing Report 2021, 70 percent of marketers reported using ABM in 2021, up 15 percent from 2020. There’s no doubt that ABM works. Furthermore, there’s no doubt that nearly every B2B organization deploys ABM in some format. A question remains, though. Namely, “How do you do ABM effectively?
🎧 RevOps Podcasts
Why PLG RevOps teams need to work closely with Product: Sophia Francis, Director of RevOps at Dooly | Product Led Sales
Sophia Francis has worked across both Product-Led and Sales-Led SaaS companies. She came on the podcast to share about her learnings from leading Revenue Operations teams. Have a listen to learn: -How she prioritizes the various initiatives RevOps teams typically have on their plate, -Why it is extra important for RevOps teams in PLG companies to collaborate closely with Product, and how to do this, -The skills a PLG RevOps specialist should pick up to excel at their job, -Working and living remotely even before COVID.
RevOps Leader = Your First Hire as CRO | Revenue Innovators
Step one is to figure out your objectives. Step two is to hire a revenue leader who can coach you through how to get there. In this episode, we interview Pete Crosby, Founder at Pete Crosby Revenue, about coaching first-time revenue leaders. Join us as we discuss: -Why it’s imperative to hire a great RevOps leader, -The RevOps-DevOps partnership, -Advice for someone just getting started in the RevOps role, -Predictability and forecasting: yes, it’s hard, but not that hard, -Pete’s predictions for the next two years of buying and selling
How RevOps Orchestrates the Go-to-Market Motion | RevAmp
Olga Traskova is the VP of Revenue Operations at TigerConnect, a healthcare collaboration platform. Curiosity about what’s working in marketing operations and why, and how to get alignment between marketing and sales and break down the silos between departments, lead her to a career in revenue marketing and revenue operations (RevOps). Over the past 15 years, she has gained a wealth of experience in revops and is currently building the revenue operations function at TigerConnect.
🔥 A few HOT #RevOps Jobs
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Marketing Campaign Operations Manager | Oyster HR
Billing Operations Manager | LeafLink
Program Manager Marketing Automation | Booking.com
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Sr. B2B Analyst, Sales & Marketing Operations | Amazon
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🚒 Weekly RevOps Meme
Thanks to Rosalyn Santa Elena!
Funnel IQ is an operating system for your GTM team that provides end-to-end, full funnel analytics and insights that keep marketing, sales and customer success teams aligned and working seamlessly together to drive more revenue growth for your business.