Intro to RevOps

Session 1:
Building a Winning Forecasting Model

Revenue predictability is more important than ever before. Having the right level of visibility and insights into the pipeline enables the team to focus on the right deals at the right time and to pivot or adjust strategies as necessary. However, forecasting is still a challenge for most revenue teams. 

Learning Objectives:

• Why forecasting is so difficult and how to overcome those challenges
• How to design a forecasting model that provides visibility to the insights that matter
• How to drive discipline and rigor in the forecasting process

Session 2:
Developing the Operating Cadence

One of the core functions of Revenue Operations is to drive alignment and rigor in the operating cadence across the revenue team. From the CRO to the sales leadership team to the account executives, building a comprehensive and repeatable cadence ensures each individual in the organization knows what is expected and when.

Learning Objectives:

• What an operating cadence is and why it is needed
• How to design and implement an operating cadence for the business
• How to leverage the operating cadence to drive better outcomes

Session 3:
Driving Outcomes through Sales Compensation

The sales compensation plan is one of the most powerful tools available to execute on the GTM strategy and achieve/ exceed the revenue goals. And yet, many companies implement compensation structures that are difficult to understand, difficult to administer, and difficult to measure performance.

Learning Objectives:

• How to align the GTM objectives to the sales compensation plan
• How to define the right components to drive desired behaviors
• Best practices for sales comp design (what works, what doesn’t)

Session 4:
Hiring Top Talent for a RevOps Team

Revenue Operations is a broad function that touches people, processes, technology, and data across your end-to-end revenue process.