hey everyone, I recently joined a new company as running our sales ops and revenue ops function we work in the healthcare space in pharmaceutical tech side. Would love to hear from people of their experience as what to identify first and what’s more important as reporting directly to the CEO and stakeholders to create a 30, 60, 90 day plan going into a new company. I’m owning and restructuring our HubSpot and revenue pipeline perspective. Thanks in advance! would also love to explore having a mentor in the space!
First thing that I'd do is check pipeline health and forecasting (net new and expansion) These two things get overlooked the most and is directly tied to company growth. Second, plan and implement an executive dashboard which shows funnel conversion from MQL to close. Third, account health report to understand what all customers health looks like and if you are able to spot any churn risks.
First thing before any metrics try to see what all data points are being captured in the CRM and what Is the fill ratio and how it is getting updated. This is very important before looking to any forecast or even pipeline. Do you or can you differentiate Pilot vS production customers or how do you define the industry, state city these are all important points that can be analysed and then go ahead with Coverage, Pipeline, conversion, sales cycle, velocity and win rate and where do you stand. A gap analysis.
