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24 Examples of Revenue Operations

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Revenue operations, or RevOps, is the management of the core sales processes of an organization. This includes everything that is required to run a sales team and integrate with marketing and business operations. The following are common elements of revenue operations.

Sales Strategy

Development of a strategy to achieve revenue targets in an environment of competition and constraints.

Sales Planning

Sales planning is the process of implementing sales strategy.

Sales Processes

The administration and improvement of sales processes such as quote-to-cash.

Sales Technology

Sales processes are completely tied to systems and applications such as CRM and sales force automation. As such, it is common for revenue operations to administer systems from a business perspective and to sponsor projects to improve sales technology.

Training

Training for sales, marketing and operations employees in areas such as sales processes and technology.

Product Development

In many cases, revenue operations is involved in product development. Sales is often viewed as a key stakeholder in product development efforts as they can evaluate if a product is likely to sell.

Go-to-Market

Go-to-market is the process of launching and selling a new or improved product or service.

Quota Management

Setting targets for sales teams and sales representatives.

Compensation Management

Developing, communicating and administering sales incentive plans.

Campaign Management

The development of sales campaigns. This may involve coordination with marketing teams and operations. For example, a sales campaign may have promotional support and require increased production or stock levels.

Sales Forecasting

Forecasting sales volumes and revenue.

Measures & Metrics

Measuring sales using sales metrics such as customer lifetime value, churn rate and customer satisfaction.

Reporting

Communicating appropriate sales metrics on a regular interval to executive management, sales teams and other stakeholders such as business units.

Alignment

Revenue operations works to align the goals, strategy, systems, processes, measurements, actions, projects and communications of the sales team with marketing, business units, business operations and executive management.

Sales & Operations Planning

Sales and operations planning is the process of aligning sales with production. For example, an internet company that forecasts sales of 20,000 internet connections next month that works with network operations to plan to install these services in a timely manner.

Lead Management

The generation, scoring and assignment of sales leads.

Proposal Management

The development of proposals that meet customer needs and have an attractive revenue structure.

Opportunity Management

Managing the process of engaging customers, discovering their needs, developing proposals, pitching deals, negotiating and closing.

Sales Pipeline

Managing the end-to-end sales pipeline from lead generation to close.

Contact Management

Ensuring that sales people enter their contacts in your sales systems so that the firm retains this information when the sales person leaves.

Deal Desk

Structuring deals and setting prices. For example, an approvals process for high revenue low margin deals.

Post Sales

Post sales is the process of delivering your obligations to the customer after closing. Sales is often heavily involved in areas such as order fulfillment and customer service in order to reduce churn and to identify new opportunities for upselling and cross-selling.

Order Management

The process of delivering the order to the customer.

Relationship Management

The process of developing and sustaining relationships with customers. For example, salespeople may remain the primary contact for customers after the order has been delivered to build out the relationship.
Overview: Revenue Operations
Type
Definition
The management of the core sales processes of an organization.
Also Known As
RevOps
Presales
Related Concepts

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A business discipline for planning, organizing and leading sales and sales operations.

Sales Goals

The common types of sales goal with examples.

Marketing Operations

The definition of marketing operations with examples.

Post-Sales

The definition of post-sales with examples.

Business Development Skills

A list of business development skills that are in high demand.

Sales Activities

An overview of sales activities with examples.

Sales Strategy

A list of sales strategies.

Customer Relationship Management

An overview of CRM with examples.

Sales Quota

An overview of sales quotas.

Profit Centers

An overview of profit centers with examples and types.

Upselling

A definition of upselling with examples.

Lead Generation

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Sales Objectives

The common types of sales objective.

Sales Risk

A list of common sales risks.

Solution Selling

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Sales Model

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Go-To-Market Strategy

An overview of go-to-market strategy with examples.
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