I think this is going to be great, especially for those with skills in GTM/RevOps that understand systems & process design. But does it not scare the shit out of any of you that everyone will be able to ship products and custom development? What happened when we gave everyone CRM admin licenses... did the administrative work go away because everyone could then self-serve? Love the direction it's going, but I think we should all calm down a bit. Businesses are going to make a lot of mistakes before they gain a lot of value.
George C. The real between the nose answer?
Pick the most important information that's required to move a deal forward. A balance between everything the leadership team wants and the sales rep don't want ~ I'm talking <15 data points that require manual creation/updating. (Automation/integration should do the rest)
Simplify the tech stack. More tools isn't going to help your wallet or your data quality. It's especially going to get in the way of sales folks who are trying to hit quota who now have to fight 30 tools to figure out where to update their commit/notes.
Share the WHY. If you've done step 1 correctly, these metrics actually help them do their job better. (ICP fine tuning, insights into deals that close fast, scoring metrics to understand intent and timing, etc.) If you want buy in they need to know WHY it's important to fill in the information. If it's not important... why are you making them fill it in?
Lastly and most importantly... gate-keep commissions. If it's not updated in Salesforce, you can't close a deal (Validation rules). If the deal isn't closed, you're not getting your commission (approval processes if needed).
That's it. There are 0 reasons this should be a problem going forward if you follow these steps. If you've bought a new tool, scheduled wasted check in sessions, hired a deal-desk person to babysit, or updated the information yourself, you've taken a wrong step.
Arguing with people over what RevOps should be called 🙄
