This article was based on the interview with Bayley Fesler and Annie Jones from Xactly by Greg Kihlström for The Agile Brand with Greg Kihlström podcast. Listen to the original episode here:
One of the key factors in building a strong revenue operations (RevOps) and sales relationship is effective communication. This was emphasized in the podcast transcript, where both Bayley and Annie from Xactly emphasized the importance of talking to each other, listening, and meeting consistently. They highlighted the value of building a relationship between RevOps and sales leaders, as well as the need to humble oneself and appreciate the perspectives of both sides.
The RevOps and sales teams have a common goal: the success of the company. By aligning their efforts and understanding that they are working towards the same objective, they can establish a foundation for a strong relationship. This involves having open and honest conversations about the challenges they face and the policies and strategies that RevOps teams are implementing.
Another aspect of building a strong RevOps-sales relationship is the willingness to work as a team. Both sides need to recognize the value and expertise that each brings to the table. RevOps teams have a deep understanding of data, analytics, and processes, while sales teams have direct customer interactions and insights. By combining their knowledge and working together, they can come up with better solutions and strategies to drive sales growth.
Setting boundaries and incentives is also important in building a strong relationship. RevOps teams can help establish boundaries and guidelines that ensure sales teams are focused on the right priorities and targets. This can help prevent conflicts and misalignment between the two teams. Incentives, such as commission structures, can also be designed to motivate sales teams and align their efforts with the overall goals of the organization.
Technology and data play a crucial role in building a strong RevOps-sales relationship. Rev ops teams can leverage technology and artificial intelligence (AI) to provide sales teams with the necessary tools and insights to improve their performance. This can include CRM systems, sales enablement platforms, and data analytics tools that provide real-time visibility into sales pipelines and performance metrics. By leveraging technology, rev ops teams can empower sales teams to make data-driven decisions and optimize their sales processes.
In conclusion, building a strong evOps-sales relationship requires effective communication, collaboration, and the use of technology and data. Organizations should prioritize aligning rev ops and sales leaders, fostering open and honest conversations, and establishing boundaries and incentives. By investing in a strong RevOps-sales relationship, organizations can drive sales growth, improve customer satisfaction, and position themselves for long-term success.
