Revenue Operations has been defined as an operational framework that brings alignment across the customer journey. In practice, it is of a way to establish operational efficiency and alignment through change management and process improvement. Think Lean Six Sigma, agile project management, documentation, integrations, and tracking and reporting on data to spot areas for improvement as your customers engage your business.

In layman's terms, if you are only focusing on whether your company is generating sales, you probably need revenue operations.

In a small business, some easy things to implement would be an all-in-one tool like vCita, Dubsado, or Hubspot (listed in order of complexity), which allows you to manage customer intake, sales, and service and work to close and deliver service in a streamlined way. The next step would be to make sure that all these services are connected to your website and analytics tools that track visits, conversions, appointment bookings, sales stages like "meeting attended, proposal sent, closed won, closed lost" along with deal amounts. Lastly, you'd want to know how to track how much a customer has paid over the lifetime of working with you and whether there are opportunities to sell more or renew their contracts. Why? Because it's cheaper to keep a customer than to bring in a new one.

By tracking and measuring each of these and having tools and infrastructure to manage your operations and revenue, you will start running your business in a scalable way.

This may sound like a lot, but I'm sure that there better ways for you to attract, convert, and grow relationships with your clients. As you step into 2023 and work on strategic planning, factor in how to build efficiency and transparency into your sales and renewal processes so you can attract customers at the lowest cost and increase your earnings per customer.

Beyond social media, graphic and web design solutions, I help small organizations establish and improve better operations primarily with Hubspot for professional services and SaaS.

Want to know a little more about Revenue Operations? Here's a webinar I led with vCita to help you start thinking about RevOps in your business.

Scaling a consultancy or startup and need help here? Let's talk.

Jasmine Powers