Scaling Revenue & SalesOps Productivity

Some key highlights:

1. The average mid-market organization has an approximate Sales to RevOps ratio in the range of 10:1 to 25:1 .
2. When measured in revenue terms & depending on on stage and size of business, a typical SalesOps team manages anywhere between $5M — $100M in revenue per team member.

Yet , regardless of their size , the responsibility organizations entrust on Sales ( or RevOps) remains a wide operating range . We dwelled on this in a prior blog post.

With so much being done by so few (often a ‘team of 1’ ) , Sales Operations teams tend to become tactical and reactive. Based on Loglens research, here is how a typical day looks

Fig 1: Typical day in life of SalesOps

The quest to scale sales & revOps

Where & how should enterprises begin?

• Firstly, we recommend that every businesses regardless of size establish Sales ( & RevOps) as an accountable / independent business function rather than an administrative adjunct to Sales.
• Furthermore, we recommend a 2-pronged approach to enable success in such a structure.

1. Define & measure KRA’s and Outcomes
2. Invest in platforms to scale Ops productivity

Define measurable KRA’s and outcomes

Despite the vast responsibilities , developing an independent business case for Sales Operations is difficult. Traditionally ROI is a simple approach to business justification. Yet, despite revenue being a clear metric, difficulties in separating sales KRA’s vs RevOps KRA’s create barriers.

Consider the below 3 operational KRA’s to establish an outcome charter for Sales/RevOps.

Fig 2: Suggested Sales & RevOps KRA’s

Scaling SalesOps outcomes

Fig3 : Baseline capabilities needed for Sales & RevOps success

Lets go!