RevOps leaders! We have all been there. We set up the meetings and provide a focused agenda as a template for all revenue roles to run 1:1s, weekly forecast meetings, and of course, Quarterly Business Review/Planning calls, (QBR/QBP) to review or prepare for the next quarter.
Then something inevitably happens; a new leader comes in, you miss a quarterly number, or a change in your GTM strategy occurs, and disrupts the agendas and rigor of your revenue cadence.
One of my favorite quotes is the famous Mike Tyson one, (which has different variations, but rings so true!):
“Everyone has a plan until they get punched in the mouth.”
When ‘combat’ begins, meeting agendas change, topics are re-arranged, and it is very easy to lose focus and standardization in your process as the business works to quickly adapt. At this stage, it is even more important to double down on your revenue cadence and assure that all bases are covered.
The best organizations I have seen running revenue have their cadence dialed in and documented from the CEO to the seller & front-line manager levels. It is consistent across orgs/divisions, (with some flexibility for market/geo nuances, of course).
Most importantly, it is short and easy to follow, and uses a modular approach that allows the cadence/topics to change and adapt as your organization changes and adapts.
Once a cadence is documented, the next step is to expand on making it easy to follow, and make sure that your Clari workflows are clearly defined to support your cadence. This moves beyond just forecasting. Saved Views and Dashboards should be updated to address the specific agenda items in each meeting and be readily available to sales leaders, without a lot of clicks.
For more information on building a revenue cadence and optimizing Clari to support it, download our Revenue Cadence Builder Checklist. This amazing resource can really assist you in documenting your current process and identify any gaps or areas that may be missing.
What are the community’s thoughts in adapting your revenue cadence? Have you noticed in this market it is becoming more and more challenging to keep it consistent and execute on it? Would love to hear everyone’s experiences!
Moderator note: We referenced Revenue Cadence Builder Checklist above. Please note that if you run into an issue accessing that content, try going into incognito mode or clearing cookies.