Spinning plates
As a CEO, you need the organization to continually grow revenue. However, you can’t spend all of your time focused on revenue functions. You are pulled in 1000 different directions. You need to talk with clients, scout for talent, help close sales, update investors, work with the board. When it feels just like one segment of the business is growing, another takes a hit… growth-by-whack-a-mole. If I told you there was a pill for getting control of your revenue engine, would you take it?
RevOps keeps all the plates spinning
The primary purpose of Predictable RevOps is to align your entire organization around revenue and margin. When the entire organization is aligned, you can let out a sigh of relief. You can get back to what you do best: strategy & leadership. With alignment, all of your leaders in finance, marketing, sales, and operations understand what they need to do. No matter how your business segments your products, marketing or clients — with RevOps, you ensure every segment is always moving forward. All of this is achieved when RevOps is predictable.
Start with the FACTs
You start with RevOps by understanding your FACTs:
- Flow → How many deals does your organization produce?
- Average Sale → What is your average sale price?
- Conversion Rate → What is your conversion rate?
- Time to Close → How long does it take to close a sale?
If your 4 FACTs are not improving, then your revenue is declining. There are no exceptions. That might seem obvious, but the rub is in the details.
Understanding all of the Dimensions
The magic of Predictable RevOps is managing how the FACTs change over time by all of the segments like:
- Channels
- Product Lines
- Sales Rep
- Client Industry
No stone gets left unturned, and no one in your organization drops the ball.
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PredictableRevOps.org maintains the documentation of the PRO Framework and provides training certification for Partners and clients that wish to use PRO within their businesses.
PRO is sponsored by SalesInsights.io, a reporting and dashboard tool implementing the PRO Framework.
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