Revenue Operations (RevOps) focuses on making sure people are aligned, processes are efficient and data is clean and those are often the places you find problems in a business. Here is a list of some of the common revenue operations problems found in businesses.
Bad Data (Poor Data “Hygiene”)
I’m not a big fan of buzzwords and try to avoid using them but, in RevOps, “poor data hygiene” is often mentioned and, like personal hygiene, it means your data is dirty. Making good decisions requires clean so you need to clean it up.
Data Silos
Different teams are working with different data causing misalignment and often wasted time and money. Everyone should be working off the same data seeing the parts of it that are important for what they are doing.
Overly Complex Tech Stack & Integrations
A lot of tools with inefficient integration configurations, duplication, overlapping features, and high costs. When it comes to your tech stack, keep it simple and only use what you need.
Too Many Inefficient Manual Processes
People spend too much time doing things manually that could be automated which reduces productivity and can frustrate staff.
Resistance to Change
Individuals or teams within an organization resist new processes that challenge the way they’ve always done things. A big problem I’ve run into in this area are people who act like they are changing but continue doing things the way they always have behind the scenes. Another similar situation is when people change processes initially but fall back into their old ways at a point of resistance or slowly over time.
Lack of clear strategy and goals
Without clearly defined objectives, clear KPIs, and shared KPIs RevOps will fail.
Inconsistent Customer Experience
Awkward processes and interactions that turn off customers.
Conclusion
I think of Revenue Operations like a sports team, you must have clear goals that everyone on the team understands, everyone on the team must believe in that goal, everyone on the team must do their specific jobs as well as they can and the coaching staff needs to also believe in those goals, the skills of the players on the team, collect data to find and fix problems and keep everyone moving in the same direction.
If the process is good and people believe in the process, you’ll see profit growth and improved customer satisfaction when implementing RevOps.