RevOps leaders have a problem. These growth-focused teams are leaving opportunities on the table when it comes to working with Sales Enablement.
At a glance, these teams couldn’t be more different. While RevOps has a strong focus on numbers and data, Sales Enablement teams act as educators to the sales reps responsible for a company’s bottom line. But the truth is Enablement and RevOps must work together to ensure they’re driving toward their organisation’s goals.
Why and how? Let’s break it down.
Aligning Operations and Enablement Consolidates the Tech Stack
Sales teams have too many tools. This is an issue as they spend more time switching between them rather than focusing on the world itself. Consolidation is critical, especially at a time when businesses are seeing resources tighten. RevOps can play a part in the solution.
By working with Enablement, RevOps can minimise the number of tools being used for maximum productivity and efficiency. Sprawling tech stacks create redundancies and waste time. Streamlining workflows through consolidation also centralises data for easier access and analysis, informing strategic changes and improving productivity.
Sales teams’ data funneling into a centralised source also allows better data-driven decisions. Teams can track leads more effectively and measure performance against goals more accurately while identifying areas of improvement. A consolidated tech stack gives a superior view of what’s working and what isn’t.
Having everything in the same place improves collaboration and breaks down siloes between sales and marketing teams. Enhanced alignment allows them to better ladder toward company goals, and to change tack swiftly when necessary.
Finally, it saves money, increases security and unlocks scalability. Reducing the amount of subscriptions directly translates to significant cost savings; these tools add up. And having fewer credentials, passwords, and integrations lends itself to more secure workflows. Consolidation is not only a lifesaver for resources, but improves data protection and minimises the risk of costly breaches.
Tech stack consolidation is a necessary path for teams to pursue, and a partnership between Enablement and RevOps is critical in execution — Enablement can make tool reduction possible. A proactive approach to consolidation means that teams are making an impact on the bottom line.
Better Alignment is Good for Business
RevOps teams are focused on results. These agile teams work hard and work fast to make things happen. Both Enablement and RevOps teams can snap together on mutual processes, tools and methodology — they can better empower RevOps to get the job done with faster, improved performance.
Aligning these two teams is crucial and comes with many benefits in addition to the essential practice of tech stack consolidation. Both these teams target increased revenue, even when they do so differently. Sales reps benefit from this collaboration; RevOps can share concrete data with Enablement that results in better training, coaching, and onboarding programs that make a difference when it comes to things like ramp-up time, win rates, and overall seller productivity.
Need proof? Companies committed to equipping, training, and coaching their sales reps see a +14-point higher win rate. But that’s only possible when these two teams collaborate on data collection and analysis and jointly develop tactics to encourage repeatable seller behaviour.
Overall alignment between enablement and ops allows for measurement that increases predictability and makes that measurement more accurate. The kinds of productivity gains that result from these teams working together are an opportunity that any motivated RevOps leader just can’t miss. The results are too good — and the risk of leaving potential revenue on the table too high.
The Tactical: Making Alignment Possible
So how can leaders make this happen? How can teams achieve the cooperation and collaboration between them that makes these results possible? It boils down to mutual understanding. In the same way that RevOps teams need to meet with stakeholders when determining priority projects, they need to meet with Enablement to understand their processes, resources, and best practices.
These teams need to figure out what success looks like, both individually and as a whole. How can we tell what’s working? How can we tell what’s not? Increased communication between the two allows them to adjust and stay flexible based on what the data shows, as well as any anecdotal evidence. Goal-setting and understanding of what top performance looks like are critical in alignment.
An Unmissable Opportunity for Business Gains
RevOps teams prioritise efficiency and effectiveness to make success possible and for businesses to achieve their goals even at a time when competition is fierce. Across industries, we’re seeing leaders search for ways they can maximise profits and revenue even when they may be cutting resources.
Collaboration and alignment between RevOps and Sales Enablement is key to achieving this. Those who can’t get on board risk the kind of revenue growth that can maintain and grow revenue results no matter the economic circumstances.
Interested in more ways to maximise impact from your RevOps team? Check out Highspot’s Guide to Aligning Enablement and Operations.
