Selling solutions to the enterprise market is a team sport which requires a myriad of knowledge, skills and behaviors artfully applied across the buying journey to create compelling customer value. Achieving scale requires aligning enterprise reward and incentive systems to drive the right behaviors and outcomes at each touchpoint across the customer lifecycle.
As the Coach of customer-facing teams, RevOps is responsible for defining the performance management system which enables the consistent application of habits and routines across customer-facing teams. With a clear understanding of the buyers’ expectations for a superior customer experience, Revenue Operations helps build the coaching, development and reward systems which create a culture of transparency and accountability and drive continuous performance improvement.
“Culture is simply a shared way of doing something with a passion”
Buying Experience
High performing companies align on the behaviors, skills and competencies required to deliver a delightful buying experience.
Align on the definition of the buying experience at each stage of the buyer journey.
Align on the skills and competencies required to deliver against buyer expectations.
Align on the behaviors which represent their core values and beliefs.
Sales Culture
High performing companies invest in coaching, development and rewards systems which deliver a consistent customer experience.
Invest in coaching programs to reinforce behaviors consistent with their values.
Invest in development programs to promote strengths and improve weaknesses.
Invest in reward systems which motivate and drive maximum performance.
Operating Cadence
High performing companies execute and adjust their operating cadence to maintain momentum and foster organizational accountability.
Execute and optimize the frequency of the operating cadence based on progress towards objectives.
Execute and measure coaching and training programs based on performance impact.
Execute and optimize rewards systems based on correlation to individual and team performance.