Tactical Revenue Operations
When your people managers are not Operations Managers
Following the map versus creating the map to Profitable Growth.
Expecting good people managers to also be good operational strategists is like asking a good navigator to make their own map before guiding a caravan from point A to point B within a specified timeframe. Possible, yes–probable, no. For Tactical Revenue Operations we partner with your management team to develop the systems, tools, processes, and documentation that empower your managers to achieve more profitable results with their teams.
Financial Operations Planning
Financial Operations Planning forms the foundation for everything that any business needs, wants, or hopes to achieve. From a financial model and investor preparation to pricing strategy and sales compensation models, the math will determine business viability while the art compels acceptance of your business rationale.
CRM Selection & Integration Plan
The integration of people, process, and data come to a head in your CRM. An effective utilization requires planning on the front end or costly rework later. Important considerations include process alignment, system integration, communication segmentation, data strategy, procedure documentation, utilization training, and management reporting.
Digital Operations Planning
Each component within your digital presence must have its own strategy that supports every other digital element as well as every other aspect of your marketing and sales strategy. From websites and social media to Search Engine Optimization (SEO) and digital advertising, return on your investment (ROI) requires operational integration and alignment.
Customer Marketing Plan
Are your current and former customers receiving the attention they deserve? While your marketing team focuses on new lead campaigns, your sales and account management teams struggle to maintain consistent communications. Highly targeted campaigns, developed by marketing and delivered by sales, will expand relationships and improve retention.
Branding Program
All too often a brand is approached introspectively with documentation of mission and vision in the shell of a name and image with which your leadership team identifies. When it comes to operationalizing a brand for customer acquisition, additional factors should be considered and brand rework is an expensive risk that we help you avoid.
Core Messaging Program
Aligning marketing and sales communication of your company “value” improves lead generation, sales conversion, and average deal size. When you deliver on the “value” promises made during customer acquisition, and customer marketing reinforces your messaging, you can significantly increase the lifetime value of your customers.
Sales Collateral Development
There are specific reasons why 90% of sales collateral developed by marketing is never used by salespeople and why sales reps on average spend 40% of their time either looking for or creating content to share with prospects. The right collateral with the right message delivered to the right prospect at the right time improves sales conversion.
Sales Productivity Program
Salespeople of all skill levels become more productive when provided with the proper tools to efficiently advance qualified leads through the sales process. Both training and documentation must be developed for your team be more effective at opportunity qualification, discovery and requirements appraisal, and objection handling.
Sales Management Program
Being a good salesperson does not make someone a good sales manager, in fact the skillsets are entirely different. Regardless of who you have managing your sales organization, this program will help them be more successful at using process and data to motivate, mentor, and direct a multi-person sales organization.
Channel Sales Program
Opening sales channels is the easy first step, but operationalizing channel sales productivity poses incredible challenges. Your existing sales collateral, processes, and training programs are only marginally relevant to your channel partners’ sales reps. Co-branding, commissioning, and data sharing are just a few obstacles to overcome.