Building a High Performance RevOps Team
For real growth, you need a strong team. It's not just about having talented people, though. You're aiming for a setup where everyone collaborates effectively, decisions are backed by data and the team's goals are aligned.
Key Traits of High-Performing RevOps Teams
Strategic Alignment: Great RevOps teams break down silos. They create alignment between marketing, sales and customer success, ensuring that everyone is working towards the same goals. This cross-functional alignment fosters process continuity and data consistency across the entire GTM team.
Data-Driven Culture: Top-performing RevOps teams don't rely on gut feelings. They cultivate a data-driven culture that informs every decision. They track key metrics, analyze trends and use data to identify areas for improvement and optimize GTM processes.
Proactive Problem Solving: Great RevOps leaders are architects, not just firefighters. They design systems and processes that prevent problems before they arise. They're focused on building for scale… not just fixing what's broken.
Tech Stack Optimization: High-performing teams understand the power of technology, but they don't see it as the only solution. They strategically leverage tools to automate tasks, improve efficiency and gain valuable insights. They also regularly evaluate their tech stack to ensure it aligns with evolving business needs. (see our framework here: www.revopsinflection.com/tech-optimization)
Continuous Improvement: The best RevOps teams never settle. They embrace a culture of continuous testing and learning, always seeking ways to refine processes, improve performance and drive better results.
Building Your High-Performing RevOps Team
Hire Strategists, Not Just Technicians: Look for RevOps professionals who can think strategically, align cross-functional teams and drive revenue growth at scale. That’s not to say you don’t need technical people - they absolutely are a need. But they should be guided by strategy not the technology.
Invest in Enablement: Provide your team with the tools, training and resources they need to succeed. This includes just-in-time content delivery, conversation intelligence and guided selling tools.
Foster Collaboration: Encourage open communication and collaboration between team members and across departments. Break down silos and create a shared understanding of how each team's activities impact overall revenue.
Empower with Data: Give your team access to the data they need to make informed decisions. Use data visualization tools to simplify complex information and highlight meaningful patterns. Build a regular cadence to review and drive change (check out our RevOps QBR post here: www.revopsinflection.com/roi-blog/what-makes-a-high-quality-revops-quarterly-business-review)
Prioritize Professional Development: Support your team's growth by providing opportunities for learning, mentorship and skill development. This is such a big gap in my experience. There are finally conferences solely focused on RevOps, but companies are unwilling to invest in attendance.
Wrapping it up
Getting a RevOps team to really hum takes time, but it's worth it. If you keep these things in mind, you can build a team that's super efficient, boosts revenue and helps the business grow steadily.