RevOps teams aim to maximize revenue across departments by streamlining processes and increasing productivity. That’s why they need a system to track all activity in the pipeline.
Luckily, there are revenue operations tools that help bring clarity to the chaos of a sales execution platform. These platforms, often referred to as Sales Ops software or Sales Intelligence Software, include the following features:
Pipeline Management
A significant part of revenue operations is running a healthy sales pipeline. The best way to do that is through regular pipeline reviews. These reviews allow you to get a granular view of every deal in the pipeline and analyze which ones are most likely to close. They can also help you identify risks and forecast accurate goals.
The key to effective pipeline management is sharing best practices with your team members. Encourage your team to share the strategies, techniques, and approaches that have worked for them with each other through team meetings or internal communication platforms. This will ensure that your team works from the same facts and can make more informed decisions.
Implementing any change in your organization can be challenging, and shifting to RevOps is no exception. However, the benefits of doing so will outweigh the temporary stresses and headaches you may experience due to the transition.
Any significant change will require the buy-in of your entire leadership team. Explain to them how RevOps will benefit the whole business, and they’ll be more likely to support it. It’s also helpful to provide them with data that shows the success of other companies that have successfully implemented RevOps. This will demonstrate to them that the transition will be well worth it in the long run.
Advanced Activity Capture
Today’s competitive business landscape demands efficient growth and enhanced operational efficiency. Revenue operations tools streamline and automate critical revenue-generating processes by ensuring consistency and collaboration between departments like sales, marketing, and customer success through a centralized platform.
Advanced activity capture is a crucial part of any revenue operations stack. It helps overcome some of the most significant barriers to success: data silos, manual activity tracking by customer-facing reps, and lack of visibility. Revenue intelligence software allows you to centralize your activity data on a single platform, eliminating the need for manual entry by customer-facing team members and freeing up time to focus on revenue-generating activities.
A comprehensive revenue operations software solution can help you improve your pipeline visibility, increase sales productivity, and more. These platforms allow you to create and track revenue forecasts, provide detailed reporting capabilities, and empower your teams with more accurate forecasting data. They also help you identify hidden intent signals in your leads and nurture them into buyers, increasing revenue opportunities.
Aviso, for example, is a comprehensive and powerful tool that provides advanced forecasting features, sales productivity enhancement, and more. It can boost your deal win rate, enable collaborative selling, and ensure a consistent customer experience through its revenue intelligence functionality. It can also help align and visualize GTM strategies and provide a single source of truth for all your data.
Real-Time Activity Data on a Dashboard
When it comes to revenue operations, real-time data is critical. The ability to quickly analyze essential metrics in a simple, easy-to-review format is crucial for identifying and fixing alarming trends and uncovering new opportunities for revenue generation. This is why revenue operations software features real-time dashboards that display sales and marketing performance in an easy-to-interpret way.
Most revenue operations solutions offer customizable and programmable automation that eliminates data latency by automatically syncing the most accurate data with CRM systems and other related data sources. This allows revenue teams to spend more time interpreting data and less time entering it manually.
Lastly, the best revenue operations solutions offer integrated workflows that enable marketers and salespeople to collaborate and share information across departments. This ensures that all team members work from a single source of truth, eliminating data silos and improving productivity and efficiency.
To maximize the effectiveness of revenue operations, choosing a solution that offers flexible reporting and customization options that align with your business needs is essential. The right revenue operations platform can help you improve your forecasting process, increase visibility, and drive more significant revenue generation. To learn more about the features that distinguish these solutions, download our free eBook: The Complete Guide to Revenue Operations Software.
Integrations
Revenue teams need to be able to keep tabs on every aspect of their top-line performance. That means aligning marketing and sales, developing strategies to drive new customers and accounts, and expanding into new markets.
Revenue teams need access to the best revenue operations software to achieve those goals. The proper platform streamlines communication between departments eliminates data siloes, and helps teams work from a single source of truth.
That’s why most revenue operations platforms offer built-in integrations. This helps eliminate the data latency that can cause misalignment between departments and leads to inaccurate CRM reports. It also enables teams to automate sales and marketing processes, remove inefficiencies, and improve productivity.
When marketers and sales are aligned, they’re 67% more likely to close deals. The best RevOps tools help achieve that alignment by providing marketing, sales, and customer success teams with the data they need to prioritize prospects, accelerate deals, and identify upsell opportunities.
Many of the best RevOps tools also provide a centralized platform for managing a business’s product configuration and pricing information. This enables sales reps to build and send quotes, proposals, and contracts easily and allows companies to track their true profitability by channel and segment. This is an essential metric for RevOps teams because it shows how much the company has earned and the cost to acquire that revenue.
