Three Ways for RevOps to Do More With Less

In today’s tough times, companies need their revenue teams to excel with fewer resources. This is where agile RevOps teams shine. By focusing on key areas, they can boost both profits and growth. Discover how RevOps can inspire and empower their teams to smash ambitious targets.

1. Advanced Collaboration with Stakeholders

RevOps teams carry a lot of responsibility. As powerful as these teams can be on their own, they become unstoppable with the buy-in and collaboration from other stakeholders. Working with teams like Sales Enablement allows RevOps to understand and align with broader company goals.

For example, The RevOps team of an organization recently completed a major project to revamp account plans and standardize workflows, which had a significant impact on their sales reps. By collaborating closely with their Sales Enablement team, they tailored messaging for the launch, customized demos, and created easy-to-follow guides for various sales teams. The goal was to help their sellers understand the prospect’s and customer’s strategic initiatives, pain points, and key players within the account, ultimately increasing deal velocity and maximizing Annual Recurring Revenue (ARR). This project was successful, but it wouldn’t have been possible without alignment and communication with stakeholders. This collaboration is crucial for a RevOps team’s ability to prioritize effectively.

2. Prioritize Projects: Depth Over Breadth

With smaller teams, RevOps must focus sharply on business-critical projects that align with overarching company goals. Projects need to have the highest impact across the entire business to be worth the limited time available. A prioritization roadmap is key to achieving this.

Here’s how the roadmap works:

• RevOps receives project requests from various stakeholders.
• The RevOps team meets internally to align on project priorities before reaching out to stakeholders.
• Stakeholders rank each project by importance.
• Based on capacity, RevOps establishes a list of projects to accomplish over the quarter, with a firm cutoff to manage team bandwidth.

Leaders can reassess if urgent projects arise, but alignment with stakeholders ensures everyone understands what needs to be done and when. Strong prioritization empowers the team, sets clear expectations, and mitigates request overflow. For strapped teams with less manpower and time, focusing on depth over breadth is crucial to deliver best-in-class results. Spreading resources too thin leads to subpar work, which companies cannot afford in challenging times.

3. Building a stronger Tech Stack

One major issue from an operations perspective is the overwhelming number of tools used. The more solutions sellers use, the longer it takes to get work done, creating tech debt and diverting time away from priority initiatives. Research shows that 66% of sales reps are overwhelmed by the number of tools they use. Consolidating the tech stack can resolve this issue.

Benefits of tech stack consolidation include:

• Streamlined processes
• Reduced complexity
• Easier maintenance
• Improved collaboration
• Enhanced visibility and reporting
• Cost savings
• Scalability
• Improved user experience
• Enhanced security
• Faster decision-making

With resources scarcer than ever, it’s essential to avoid waste. Streamlined workflows allow teams to focus on what matters most and make the best use of their time.

The Bottom Line

In a volatile economy, teams are feeling the strain of fewer resources and higher demands. Leaders must drive strategic changes to help their smaller teams achieve peak performance. By aligning with stakeholders, focusing on critical projects, and streamlining the tech stack, RevOps teams can turn these challenges into opportunities for success. How are you preparing your revenue teams to meet and exceed your business goals?