You’ve heard about it. You’ve read about it. You may even have thought about implementing it. But the process of introducing RevOps into your organisation may have ultimately seemed too daunting. How do you overcome these obstacles and establish a thriving RevOps team in your business? Here's what you need to know.
RevOps has been a buzzword in sales and marketing for a few years now. Short for Revenue Operations, it’s a system for aligning different business teams through process and technology to drive profitability.
And it’s growing rapidly in popularity.
According to research by Sonar, 60.2% of companies have a formally defined Revenue Operations function. That's a 7% increase in comparison to 2023.
Managing any organisational change programme is notoriously difficult. There can be resistance from teams, often underpinned by a fear of new technology and accountabilities.
And RevOps is no exception.
Acquiring new tech skills and transforming business practice is imperative to survival in an age where the pace of change is so rapid.
RevOps often requires a significant investment in the tech stack and preparation of your teams for a new way of working.
With this in mind. here’s a brief guide to upskilling and training your team to implement and maintain a RevOps strategy fit for the 21st Century.
A clear understanding of RevOps is essential for team alignment. Begin by hosting workshops or webinars that clearly set out your RevOps objectives and demystify the approach you’ll take.
Talk through the tech tools you’ll adopt and your future approach to pipeline management, including how you will power sales growth through data-driven decision-making and collaboration across departments.
Use industry-specific case studies to illustrate RevOps in action. Show how other businesses have succeeded in streamlining lead handoffs or managing client onboarding for electronic design services. Paint a picture of your objectives and get buy-in from your team.
Once your team has a baseline understanding of RevOps, it’s time to bring everyone together to put theory into practice. These workshops should be interactive and hands-on, allowing different departments - such as sales, marketing, customer success, and operations - to collaborate in real-time.
Consider activities like:
By running focused, in-house sessions, you’ll help your employees strengthen their RevOps knowledge and become more confident in adopting new tools, methods, and strategies. These workshops also cultivate cross-functional empathy, enabling each team to better understand their colleagues' challenges and priorities.
Even with robust internal training, sometimes you need extra expertise to take your RevOps strategy to the next level. This is especially true if you’re overhauling core systems or integrating sophisticated tools. Consider the following:
Securing external help can fast-track your RevOps adoption and minimise headaches during complex system rollouts. By partnering with experts, you ensure your internal teams can focus on their core responsibilities while still benefiting from a well-structured, fully functional RevOps framework.
There is an abundance of real-world and online courses that will help you upskill your team in RevOps. If you're using HubSpot, you can start with their Revenue Operations Certification course, which provides a comprehensive overview of RevOps principles and practices. This free course covers topics like aligning sales, marketing, and customer service processes and offers practical strategies for streamlining operations and driving revenue growth.
For a more in-depth, industry-specific approach, consider enrolling your team in specialised programs like the RevOps Essentials Course offered by Revenue Wizards. This course combines live lectures with actionable templates and assignments, focusing on both strategic and operational skills relevant to contract manufacturing.
Implementing RevOps successfully requires proficiency in various technologies and tools. Provide hands-on training sessions for your team on key RevOps platforms such as CRM systems, marketing automation tools, and data analytics software. Ensure that team members understand how these tools integrate and contribute to the overall RevOps strategy.
Encourage cross-functional training to promote collaboration and break down silos between departments. For example, have production team members attend marketing-focused workshops to gain insights into lead generation strategies. This approach helps create a more holistic understanding of the revenue generation process across your organisation.
RevOps is an evolving field, so it's crucial to establish ongoing professional development programmes. This can include regular workshops, webinars, and attendance at industry conferences to keep your team updated on the latest RevOps trends and best practices.
Train your team on how to effectively use data analytics to drive decision-making processes. Teach them how to interpret key performance indicators (KPIs) and use data insights to optimise workflows and improve revenue generation strategies specific to contract manufacturing.
Implement a "learning by doing" approach by assigning RevOps-related projects to team members. This could involve mapping out customer journeys, optimising lead handoff processes, or developing data-driven forecasting models. Provide support and guidance throughout these projects to reinforce learning and drive the real-world application of RevOps principles.
Create a mentorship program where team members with more RevOps experience can guide and support those who are just starting their RevOps journey. This can help accelerate learning and foster a culture of knowledge sharing within your organisation.
Regularly assess your team's progress in adopting RevOps practices and mastering new skills. Celebrate milestones and successes to maintain motivation and reinforce the importance of continuous learning and improvement.
The World Economic Forum has said the 2020s should be the ‘decade of upskilling’. Those who do not adopt and adapt new ways of working risk holding their companies back.
At the same time, organisations that don’t equip their workers with the skills and tech necessary to transform their business risk stalling growth and wasting talent.
By investing in comprehensive RevOps training and upskilling initiatives, contract manufacturers can equip their teams with the knowledge and tools necessary to implement and maintain a successful RevOps strategy. This approach will not only drive revenue growth but also position your organisation for long-term success in an increasingly competitive and technology-driven marketplace.