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Overview
The Revenue Operations function – or RevOps as it’s more commonly known – has become increasingly popular in recent years. While this can be attributed to many factors, one reason is that organizations are using more tools and systems, and leveraging more channels to drive revenue. Organizations need a RevOps team to align and optimize every stage of the customer lifecycle, including marketing, sales, and customer success.
This 4-week course is designed to provide an overview of the function and give you actionable insights into the core functions of a RevOps leader, including building a forecasting model, designing and implementing an operating cadence, creating a sales compensation plan that drives outcomes, and hiring top talent for your team.
Rosalyn Santa Elena brings 20+ years of Revenue Operations and leadership expertise to the conversation, having worked at large companies like Synopsys and Brocade, and more recently building and shaping Rev Ops from the ground up in start-ups. Her effervescent passion for Rev Ops is evident, and she knows that you must be intentional about creating a pathway for success.
Information
This 4-session intensive course is designed to give you actionable insights into the core functions of a RevOps leader (forecasting, sales cadences, sales compensation, and hiring).
This course is for anyone looking to understand RevOps fundamentals better to improve in their current role or transition into RevOps or another Revenue leadership position.
By the end of this course, you will be equipped with the knowledge and skills to:
- Leverage insights to make impactful business decisions with valuable outcomes
- Design, implement, and optimize operating cadences that drive revenue
- Align GTM objectives with sales, marketing, and customer success to improve pipeline, churn, conversion rates, and more
- Identify the necessary experience, expertise, and characteristics to look for in top revenue operations talent
This course will help you improve in your current role or transition into RevOps as you explore the core principles that drive RevOps.
Curriculum
Building a Winning Forecasting Model
February 9, 2023
By the end of this class, you will be able to:
- Overcome challenges related to forecasting
- Gain visibility to the insights that matter on your dashboard
- Strengthen your forecasting process
Developing the Operating Cadence
February 16, 2023
By the end of this class, you will be able to:
- Design and implement an operating cadence to scale the business
- Leverage operating cadences to drive better outcomes
Driving Outcomes through Sales Compensation
February 23, 2023
By the end of this class, you will be able to:
- Align your GTM objectives to maximize your sales compensation plan
- Define the right components to drive desired behaviors in your team
- Know what works and what doesn’t work when designing a sales comp design
Hiring Top Talent for a RevOps Team
March 2, 2023
By the end of this class, you will be able to:
- Structure a RevOps organization to optimize productivity
- Identify the key roles and assign responsibilities of the RevOps team
- Hire top talent that meets the necessary experience, expertise, and characteristics