Services
Our job starts with understanding how sales, marketing, customer success, and finance work together and share data. Every company is unique and needs to have the right balance of infrastructure and flexibility. But, regardless of your current size, your organization needs usable data and visibility into your pipeline so you can determine what is working and where you need to pivot. From there, we update your commission plans, data collection, processes, tools, and strategy that you need to succeed.
We have had the great privilege of managing and learning from some of the best revenue teams in both private and public companies over the years. Our approach focuses on initially understanding the products, market, sales motion, processes, and capabilities of your team. From there, we work together to understand and improve your pipeline, structure commissions, plan hiring for the next two years in relation to your cost and revenue goals, and ensure your reps are using data that is relevant to the business, all while avoiding data bloat.
Here is a brief summary of the services we provide:
1:: Analysis
- Analyze new logo business, churn, and expansion, both organic and sales led.
- Validate data in your systems and confirm what is useful or troublesome.
- Audit the effectiveness of your tools and interview the key employees who use them.
- Determine where you are in the revenue operations maturity cycle.
- Review and model your sales cycle, including cohort data, win rates, loss rates, churn reasons.
- Commission and quota planning and creation.
2:: Planning
- Analyze and create a market and customer segmentation model for your company.
- Design the quota and commission model for your whole team.
- Audit the effectiveness of your tools and interview the key employees who use them.
- Help you define your sales territories that will last years into the future.
- Ensure your lead pipeline will feed your revenue targets and create a waterfall model that accurately reflects what your staff, market, and partners can provide.
- Design a data model that will grow as you grow, helping keep your data clean, relevant, and organized.
3:: Operations
- Improve forecast accuracy that fits the way you manage your sales team.
- Set up key KPI’s that are useful for everyone in the organization, from the reps who feed data into your CRM to the financial team who will use it. It is critical to keep the amount of data collected minimal so that it does not become a burden or stale.
- Help you understand, control, and manage your discounting practices.
- Test the impact of all changes beforehand so you know they will help you.
- Create commission plans and manage the day-to-day operations to generate commission statements.
- Set up best practices for Salesforce, Outreach, Salesloft, Chorus, Gong, Linkedin, Zoominfo, your commission system such as Spiff, and your marketing automation systems.
4:: Training
- Training your team and providing a pragmatic playbook for the operations side of their job.
