The secret sauce to approach RevOps in a successful way? Enablement, platforms, analytics, compensation plan, and strategy. Focusing on these five things will take your operations to new heights.
On this episode of Run Revenue Show, our guest, Sam Sutton-Reid, shares his experience as a RevOps leader at Pearson. He breaks down the approach to RevOps into five areas of focus - enablement, platforms, analytics, compensation plan, and strategy. Sam emphasizes the importance of creativity in post-COVID times, stakeholder management, and planning ahead for revenue operations leaders while also sharing his journey from coffee shops to sales and eventually to RevOps. Sam Sutton-Reid is the Director of Revenue Operations at Pearson, a leading educational publishing and assessment service company. As an accomplished professional in the field, Sam oversees and manages the revenue operations function, which involves optimizing sales processes, driving revenue growth, and enhancing operational efficiency within the organization. With a strong background in revenue management and business strategy, Sam brings a wealth of experience to the role. He is responsible for implementing effective sales strategies, analyzing market trends, and identifying opportunities for revenue enhancement.
Here’s what’s inside: Develop a persona-based approach. To use technology tools effectively in sales and marketing, it is important to develop a persona-based approach that considers individual skills and behaviors. The focus should be on driving sales velocity rather than just increasing activity levels, and this involves addressing problems with opportunities, conversion rates, and people. Plan ahead! Planning ahead is crucial for revenue operations leaders, both in terms of timelines and budgets. It is important to assess the total cost of ownership or return on investment for any new ideas or initiatives, especially if they replace manual processes. Focus on communication within your sales team. Communication is key in effectively implementing new tools and processes. Salespersons and marketing teams need to simplify explanations, bring it back to basics, and make it accessable. Customers want to see and use the product, not just listen to the sales pitch.
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