Developing effective RevOps strategies requires clarity, consistency, and aligned leadership. RevOps (also known as revenue operations) unifies processes, systems, and data across your sales, marketing, and customer success operations to ensure maximized revenue generation.
Much like the players on a sports team, every department must play its position well, while leadership stays aligned on the overall vision. Below, we break down five RevOps strategies that create a more reliable and scalable infrastructure.
5 Revenue Operation Strategies for Success
Map out your buyer’s journey
Architect how you want your customers and prospects to experience your brand from awareness to conversion. This allows your entire organization to see the whole vision.
Invest in a single source of truth
Unify all customer data into a customer relationship management (CRM) system. This enables you to create automated workflows, live reporting, and intuitive dashboards for a fuller 360˚ picture of your overall sales funnel.
Align your revenue-driving management team
Make sure every leader within your organization understands the bigger picture before they develop their strategies to play their part well.
Identify your revenue operations manager
Assign an overall leader who is responsible for ensuring every department plays their part in contributing to the overall revenue operations.
Practice data hygiene
Keep your customer data up-to-date and error-free so you can make informed data-driven decisions.
Download the Ultimate Guide to the B2B Buyer’s Journey
Download our guide to learn how to map out your ideal customer journey.
1. Map out your buyer’s journey
A buyer’s journey is a comprehensive view of the consecutive touchpoints your buyers encounter as they progress through a sales funnel. By mapping out how your customers interact with you, your sales, marketing, and customer service teams can sit down and identify optimization opportunities.
2. Invest in a single source of truth
A customer relationship management (CRM) system, like HubSpot and Salesforce, allows you to unify important data across multiple organizations — mitigating the effects of siloed departments.
For example, Salesforce allows you to unify crucial data, such as:
- Customer
- Product
- Account
- Quotes
- Contracts
- Invoices
- Payments
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3. Align your revenue-driving management team
Creating unified goals and metrics to ensure all teams are working toward the same objectives is a great place to start. But those goals won’t mean anything unless every leader within your revenue-driving organization is on the same page as to how you get there.
4. Identify the revenue operations manager
A revenue operations manager is a dedicated expert responsible for ensuring that each team, from marketing to management, plays their part in high revenue generation.
Think of them as a statistician for your sports team: they’re responsible for collecting data, analyzing past performance patterns, and reviewing the holistic revenue cycle to identify room for opportunities.
EBQ Tip
At EBQ, we assign a dedicated fractional Revenue Consultant to each project. They make sure our clients experience organizational growth by developing a unified revenue strategy, driving cross-department alignment, and overseeing the adoption of best practices across every stage of the buyer journey.
5. Practice data hygiene
Data powers everything in business. So, if your data is incorrect, then you risk making the wrong assumptions that can jeopardize your operations and growth.
The best way to prevent bad data from infiltrating your database is to follow email data hygiene best practices. Some tactics include:
- Create guardrails: Set required fields, validation rules, naming conventions, and automation that prevent bad data entries.
- Provide training and handbooks: Standardize and educate your reps on how to enter data correctly, why it matters, and how it impacts downstream revenue teams.
- Centralize ownership: Assign a clear data owner or admin responsible for maintaining standards and monitoring data quality.
- Standardize data entry: Use picklists, dropdowns, and consistent formats to reduce human error.
- Audit your CRM regularly: Run routine reports to identify duplicates, outdated information, or fields that are no longer useful.
- Leverage automation: Use enrichment tools, duplicate blockers, and workflows to keep records accurate without requiring constant manual oversight.
Develop your customized revenue operations strategies with EBQ.
Optimizing your revenue operations not only takes commitment across the board, but also expert guidance to hone in on your overall strategy.
EBQ’s Revenue Consultants can review your current revenue operations and identify areas of improvement. From there, they connect you with EBQ’s experts to ensure maximized efficiency — whether that’s through business development, marketing, sales, or even CRM administration. Contact us to learn more.
About the Author:
Donte is a seasoned sales development expert with 20+ years of experience and has built and trained teams for startups and mid-sized businesses. Joining EBQ in 2015, he advanced from Operations to Revenue Cycle Consultant, leveraging his expertise to help businesses scale revenue. Known for positioning offerings to captivate Ideal Customer Profiles, Donte’s ability to address pain points and decision drivers during sales discussions cements his reputation as an industry leader.