Find My Catalyst Podcast Building Out Process and Revenue Operations with Guest Tim Clarke - 222
Oct 27, 2020
34:30
On this episode, Mike is joined by Tim Clarke. They discuss building out process & timing and how you can build out your revenue operations engine. Tim is a Managing Partner at Growth Sigma. Growth Sigma helps growth leaders align and execute against the four most important parts of the enterprise sales system.
Questions Answered:
- How does system design apply in the context of Sales and building out revenue engines?
- What are the 4 P’s?
- Why do we overcomplicate building out a process?
- How can we build a culture over a period of time?
- What types of lifecycles do organizations go through?
- What are some questions reps can ask during an interview to know if an organization is using a systems based approach?
Key Takeaways:
- 3 Roles of a Chief Revenue Officer
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- Recruiting, onboarding and developing great Sales talent.
- Build an unbeatable Sales culture
- Build the sales execution system, go to market strategy, understand the buyer journey, sales process and scale.
- Chief Revenue Officers should be spending 100% of their time on building a great culture.
- 4 P’s
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- Priorities
- Process - should be collaborative
- Positioning - what message resonates
- Performance - what types of behavior do incentivize
- Reality is, you should be looking to see who you can bring in that can bring the team together, communicate a clear cut strategy, understand how your customers buy and organize the team.
- It is important for leaders to set expectations properly.
- Organization Life cycles -
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- Iterate - focus on product
- Growth - net new acquisition, retain what is sold
- Scale - how do we move to scale? Define ideal customer, determine how your buyers buy.
- Rep interview questions -
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- What are you going to do to enable my success?
- How would you define your ideal customer?
- What tools can I use across the buyer journey to help with my success?
Show Links:
Tim on LinkedIn
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