We are noticing growing concerns within our customer base and beyond around GTM Bloat – i.e. when your go-to-market teams clutter and become inefficient over time. What worked before is not working now so how do we re-factor and still grow?
And AI is something we simply cannot ignore. We are working on some smart features in this space, but it will be very much from the perspective of augmenting the work of RevOps performance managers, not replacing them. For example, in the future Managers will be able to ask Leaptree.AI ‘what commissions have been paid so far on ABC limited?’ and the detail will be returned instantly.
So, with these considerations in mind, lets take a look at 4 ways in which Leaptree can help your Revops Performance today:
1) Motivating Performance
When we consider motivating employee performances, we think about commission structures and / or bonuses. We, at Leaptree, traditionally solve the commission management problem for sales teams [which can become quite complex] but are more and more seeing these structures being expanded to marketing and service teams. Some roles may be more suited to bonus structures than commission models but why not bring them all together into one App to manage all these moving parts?
2) Assessing Performance
How are you assessing the performance of your Revenue teams today? From a Sales perspective, are you purely basing this on their quota attainment, or do you factor other elements in? what if they are a new hire who are doing all the right things, but it’s not reflected in the number? What if you could assess a combination of factors to determine how well they are performing – Sales Documentation, Intro Calls, Demonstrations etc. across a sample of their engagements? Set standards based on peer assessment levels and lift performances. This is a problem we have solved consistently for CX teams over the years – why not apply the same model into your sales teams?
3) Optimizing Performance
We are typically dealing with large Sales, Marketing and Service teams through our work with customers. Implementing performance management models is incredibly powerful for teams of scale. You are moving away from personality-led environments to strong stable structures. To lean into sports psychology for a moment, to help with optimizing team performance, you can break up your ‘players’ into three different categories –
- the ‘coachable’ players – those that will take coaching instructions and will constantly improve
- the ‘uncoachable’ players – messages don’t land / they are what they are
- the ‘instinctive’ players – those who just know what to do / self-learn / top performers / minimal guidance
The ‘coachable player’ is the key cohort you are looking to improve and turn into top performers. Recommend learning actions for them to complete and watch them improve; empower them to assess their own customer interactions and see what they learn; implement gamification and see them compete – they will undoubtedly lift their performance and, with that, the overall company performance.
4) Modeling Performance
You have your performance levers in place [commissions and bonuses] across your Revenue teams but are looking to see if there is a better way to drive more growth next year? The number one way to drive corporate growth strategies is through intelligent compensation plans. At Leaptree, we can empower our customers to model our different payout scenarios based on different outcomes across Sales, Marketing and Service. We can drill down to individual people adjustments, specific product achievements, recurring revenue adjustments and so on.
Once you are happy with the models and have them signed off you can then easily switch these models into compensation plans and then track their active performance.
Bringing it all together
Operating in silos has proven to be clearly non-productive – so ensure your systems and processes join up and connect. Bring your marketing / sales and services targets together within one platform, by region/business unit – whatever makes sense.
Connect the outside world – external sales agents/partners/brokers – connect them to your performance systems whether directly or indirectly. If it can’t be measured it can’t be improved. It all helps achieve the greater goal of improving revenue performance.
For more information or if you would like to discuss how we can help your specific RevOps challenges set up a call at a time that suits you!
Neil Young
Neil is the Co-founder & CEO of Leaptree Neil has over 30 years experience working within the technology landscape, with the last 12+ years focused on building up and running SaaS companies. Neil has leaned in on his RevOps experience building up Sales, Marketing and Customer Success teams, taking these learnings into establishing Leaptree as a global player in the RevOps software industry.