Are you having a hard time pinpointing the problems in your GTM funnel? If your answer is yes, you might need a RevOps audit. But don’t worry, you don’t have to hire a consultant to pick apart everything you’ve ever done wrong.
Sarika Garg, Co-Founder & CEO at Cacheflow, and Rhys Williams, Founder & Managing Partner at Domestique, recently joined a webinar to discuss how to properly perform your own RevOps audit right now.
“I’ve worked with so many smart people and all these smart people were so busy doing their jobs everyday that they weren’t seeing the forest for the trees.” - Sarika Garg
First things first – the results of an audit aren’t about good or bad. It’s about identifying where your company is on a spectrum, then creating an anchor point and a roadmap for moving forward. In a year's time, you’ll be able to measure your progress.
Why should you run a RevOps audit?
“The audit is a way to get to your priorities and identify needs that have the biggest ROI.” - Sarika Garg
A good time for an audit is when you’re struggling to make data-driven decisions. Audits help you identify the biggest areas of need across your customer journey, especially areas that impact revenue. They can also help you build a long-term infrastructure plan that sets up your business for future growth.
Audits are worth the ROI. This process shows you how to improve forecast accuracy, free up GTM teams from manual work, make better data-driven decisions, and address issues that impact revenue.
Evaluate your workstreams
“Audits are good at taking a point in time and saying, ‘where is the organization at today?’” - Rhys Williams
Start by answering an important question: what is RevOps? Surprise, everyone has a different answer! Make sure that you get alignment across your GTM org on the role of RevOps at your company.
Next, review your 5 key workstreams:
- Planning: If your GTM strategy is not documented, it doesn’t exist. Know your ICP, sales stages, outbounding strategy, etc. Is the plan clear to everyone, including your brand new BDR?
- Process: Your processes are what allows you to scale your teams. For example, how does a BDR take a first phone call? How do AEs hand off customers to CS?
- Tooling: Review your entire tech stack. This means anything that touches the customer journey. Your tools should support your strategy and processes, not guide them.
- Data: To be useful, your data must be presented in a way that everyone understands. Users must be able to use it to make decisions without RevOps having to explain what it means.
- Enablement: There are 3 categories of enablement - skills (how to use MEDPIC, negotiation techniques, etc), tooling (how to use the tech stack efficiently) and competition (how to position yourself within the market).
Get the most out of your audit
“An audit can give you 80% of your answers, which is a good place to get started.” - Rhys Williams
Before you dive in, here are a few audit best practices:
- Meet with your ICs and leaders and ask open-ended questions about strategy, processes, tools, and challenges.
- Determine how different people interpret pain points and if there are qualitative differences.
- Review all of the GTM activities that fall under each work stream.
- Review the data from each work stream and see if it aligns with qualitative feedback.
- Create a scoring system for your activities. It doesn’t have to be perfect, just consistent.
Watch the full webinar to see real world RevOps audit examples. Get the free template here and get started on your journey today!
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