One thing to focus on

This email was sent 8th of July 2022

Hi there,

At last week’s meetup in Copenhagen, I had a great chance to talk about the evolution of the RevOps role to a bunch of folks in the thick of it.

We took a live poll on where everyone was at in their process that you can check out here.

The results got me thinking, and I’ve come to one conclusion.

Growing your RevOps team is not like a video game, but if you want to keep your job or get promoted, there is one objective or quest you need to focus on.

Let me explain.

In my presentation, I laid out the 5 stages you’ll go through.

In a nutshell, you start off as a Sales Ops function and add more and more responsibility until you become a forward-thinking revenue planning and execution function.

It was a nice chart, but the reality is that it’s not that simple.

From what I learned, most people found it difficult to put themselves in a specific stage because they felt like they were doing some elements of later stages, but not very well.

You don’t progress through each stage like you’re playing Super Mario.

You can’t just check one off like a boss battle and be on your way.

Parts of your team might be further ahead, and others might be falling behind.

CS might be stuck in CS Ops land.

Sales might be all the way in planning land.

But if you want to make it to the end, you need to stay focused on one thing.

Add a forward-looking element to your responsibilities as fast as you can.

If you don’t, it’s easy for your CEO or CFO to start questioning “what are all of these people actually doing?”

Obviously maintaining tools and doing ad-hoc reports takes a lot of time, but it’s usually very underappreciated by decision-makers.

They want to see you do stuff that helps the company grow faster.

It’s about being able to add value, save costs, and enable revenue leaders to make decisions.

So what stage are you on?

PS: If you got through my dated video game references and still want to see the presentation, email me and I’ll send you a copy.

Toni Hohlbein
Co-founder & CEO

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