For several years now, RevOps has been the talk of the enterprise. Reason being: RevOps can drive real results. In 2019, Forrester found that organizations that deployed RevOps “in some form” grew revenue “nearly three times faster than those that didn’t,” and that public companies that supported RevOps teams reported “71% higher stock performance.” Organizations that are going the extra mile to empower their RevOps teams with tools such as sales automation, meanwhile, are seeing even more robust results than that.
But let’s back up.
Sales is focused on outcomes. RevOps focuses on the systems that get you those outcomes.
What separates RevOps teams who produce results for their companies—who succeed in achieving scale and growing revenue faster than siloed sales orgs alone can—is the extent to which they make it easier for frontline revenue-generators to do their jobs.
That’s where sales automation comes into play.
More and more everyday, RevOps teams are turning to process automation software to further simplify mission-critical processes for their organizations and for the sales, marketing, and customer success professionals teams they support.
Think about all the manual effort that’s required to do things such as route leads or keep customer account statuses current and accurate in a CRM like Salesforce.
Performing those tasks manually not only takes account executives away from closing deals—it makes sales organizations more vulnerable to errors and delays, and reduces the agility of the sales organization overall.
The RevOps teams that are making the biggest difference for their organizations today are the ones leveraging sales automation.
By automating processes, they make their teammates’ lives easier and more enjoyable while simultaneously empowering their organizations to operate with greater agility.
They’re also using process automation to help their sales teams close more deals. According to Hubspot, “61% of businesses leveraging automation exceeded revenue targets in 2020.”
Here are a few examples of processes that the RevOps team inside Tonkean is automating and obtaining massive returns. As you’ll see, doing the same inside your organization is fairly straightforward.
Oh, and if you want to see how exactly these processes were automated, sign up for our RevOps webinar:
U.S companies spend almost 20% more on training new sales reps than they do on other workers. It’s no secret why. When onboarding a new salesperson, there are a wide array of tasks that must be completed. These include:
Traditionally, these tasks must be completed and tracked manually. This is both resource and time intensive and prone to human errors.
But it doesn’t have to be. Using Tonkean, you can create an automation solution—without writing any code—that automates every step involved with new employee onboarding.
In our RevOps webinar, Morgan Leech, Senior Manager of Revenue Operations at Tonkean, describes how the automation she put in place on her team works. Here are a few of the steps.
Here’s what the automation looks like built out:
As the automation is running, Morgan uses the Tonkean reporting capabilities to keep track of each moving item of the process in real time—as well as make changes to the process when needed.
This relieves Morgan of much headache and manual work.
And because the process Morgan has created inside Tonkean meets employees where they already are—reminding them in Slack to complete certain actions when actions are required of them—the process is less stressful on new hires, too.
Everyone involved enjoys more bandwidth with which to focus on the important stuff, instead of the manual minutiae which takes up so much of our time today.
To see in detail what is possible, watch our RevOps webinar.
Doing compensation planning right requires high accuracy and attention to detail.
It involves setting personalized quotas, establishing strategic incentives, setting goals, KPIs and it’s legally binding. Like all legal contracts, the details, terms and conditions, and agreements all matter.
Compensation planning is also nuanced. Among other things, it requires RevOps to:
Compensation planning requires, in other words, the ability to access and synthesize lots of up-to-date data on an ongoing basis.
RevOps teams can create workflow solutions that, for example, automatically prompt account executives to update their CRM any time they have a new meeting. (And they can do it from inside whatever application they prefer spending time in, such as Slack.)
With a platform like Tonkean, that same automation can then store that information and surface it through Business Reports.
RevOps teams can be confident that the data they surface inside their reports is as up-to-date and as accurate as they need it to be, so that they can create comp plans that are as strategic as possible.
We walk through the creation of such processes in even more detail in our RevOps webinar.
A preeminent problem inside the enterprise across departments is that people are forced to work around their tools. Human interactions, data entry tasks, and upkeep occur across a suite of unconnected channels:
The limitations of these tools in turn dictate how mission-critical processes run.
This creates chaos and confusion. It makes vital information hard to find and difficult to update, as it makes maintaining a proper system of record harder than it needs to be.
It’s a big reason why sales employees often have to input the same data points across multiple systems, slowing down response times and, in the worst cases, leading to lost deals.
With the right kind of no-code automation platform, you can create processes that synchronize your people and allow them to connect with your key data sources seamlessly—enabling both a more enjoyable employee experience and ensuring your organization’s data is always accurate and easy to find.
At Tonkean, the RevOps team has created processes that achieve this by empowering account stakeholders to obtain and update information from inside just one messaging system: Slack.
The automations they’ve created enable employees to update Salesforce with meeting notes, obtain NDAs, book meetings, and even generate sales quotes—all inside Slack.
One result is employees get to spend more time inside the tools and systems they love and less time bookmarking random portals or email distribution lists.
Another is that RevOps teams don’t have to spend time retraining users around how to navigate auxiliary systems, or nagging sales people to keep their customer records current.
And salespeople get to enjoy easier, more immediate access to the information they need—so they can focus more completely on what they want to be focusing on: closing deals.
To see how our RevOps team built these processes—and to learn more about how you can, too—click here.
It’s tempting to assume that all automation is the same—but it’s not.
What RevOps teams need is an automation platform that not only succeeds in automating certain tasks, but that grants RevOps teams the ability to operate in a true agile fashion—and allows RevOps teams to address their own problems how they see fit.
That means enterprise-grade no-code automation, which gives RevOps teams the ability to create and maintain their own automation solutions.
The right no-code platform gives RevOps the power they need to independently build, change and refine their workflows as often as needed.
“It’s so important that I can build the workflows myself through the no-code interface,” Morgan, from the Tonkean RevOps team, says. “I don’t want to be dependent on other departments.”
Being able to operate in such a continually iterative manner is fundamental to agile methodologies. But it’s also key to ensuring your RevOps team continues to increase the efficiency and effectiveness of your sales org as it grows.
That’s a game-changer.
Want to learn more about how Tonkean can help your RevOps team up their game? Check out our RevOps webinar live on Tuesday, April 12 at 10AM.
