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As part of Solutions Review\u2019s\u00a0Contributed Content Series<\/a>\u2014a collection of articles written by industry thought leaders in maturing software categories\u2014<\/span><\/span>Jay McGrath, the Chief Revenue Officer at Tonkean<\/a>, shares insights on the value sales automation software provides Revenue Operations (RevOps) teams.<\/strong><\/em><\/p>\n Every sales organization is looking for a way to get ahead. Strategies to help personnel operate more efficiently. Tools that might help them close more deals faster. This drive\u2014combined with an increasing appreciation for the practical importance of well-tuned internal operations\u2014has led to the rise of <\/span>Revenue Operations<\/span><\/a>, or RevOps. <\/span>RevOps is a business function charged with maximizing an organization’s revenue-generating potential. It is characterized by the alignment and integration of all departments involved in the typical customer lifecycle\u2014pre and post-sale\u2014from Marketing to Sales to Customer Success. <\/span><\/p>\n Ultimately, RevOps helps make sales organizations more efficient. What separates RevOps teams who produce results for their companies\u2014who succeed in achieving scale and growing revenue faster than siloed sales organizations alone\u2014is how they make it easier for frontline revenue generators to do their jobs.<\/span><\/p>\n RevOps teams do this by enabling sales organizations to collaborate more effectively across processes and operate more agilely. They create and maintain systems that facilitate scale. Sales focus on outcomes, while RevOps focuses on the strategies that get those outcomes. And finally, they utilize technology to go about all this more effectively. <\/span>Increasingly, RevOps’ technology of choice is sales automation software. <\/span><\/p>\n They’re using sales automation software to simplify other mission-critical processes for their organizations and the sales, marketing, and customer success professional teams they support. According to Tonkean’s recently released <\/span>State of Business Operations 2022 <\/span><\/i><\/a>report<\/span><\/a>, 81.5 percent of professionals working in operations are investing in automation technology<\/a>.<\/span>\u00a0Here’s why. <\/span><\/p>\n The RevOps teams making the most significant difference for their organizations today are leveraging sales automation. <\/span>According to Hubspot<\/span><\/a>, “61 percent of businesses leveraging automation exceeded revenue targets in 2020.”<\/span>\u00a0By automating processes, RevOps teams can make their teammates’ lives easier and more enjoyable while empowering their organizations to operate with greater agility. <\/span><\/p>\n RevOps teams can create workflow solutions that, for example, automatically prompt account executives to update their CRM any time they have a new meeting. They can even do it from inside whatever application they prefer spending time in, such as Slack. <\/span>That same automation software can then store that information and surface it through <\/span>Business Reports<\/span><\/a>, making\u00a0data more easily actionable for RevOps teams while enabling sales professionals to spend more time closing deals. <\/span><\/p>\n Think about all the manual effort required to do things such as route leads or keep customer account statuses current and accurate in a CRM like Salesforce. <\/span>Performing those tasks removes account executives from closing deals and makes sales organizations more vulnerable to errors and delays. It reduces the agility of the sales organization overall.<\/span><\/p>\n Of course, not all sales automation software is the same. <\/span>RevOps teams need an automation platform that not only succeeds in automating specific tasks but grants RevOps teams the ability to manage the platform on their own\u2014to create and maintain their automation solutions.<\/span><\/p>\nSales Automation Drives Results <\/span><\/b><\/h3>\n
Sales Automation Can Make Processes More Reliable<\/span><\/b><\/h3>\n
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