What Is Revenue Operations Enablement and Why You Might Need It
October 21, 2024
The idea of enablement in business is nothing new. A full 90% of organizations with sales teams have a dedicated sales enablement person or program. Marketing enablement is a less popular strategy, yet it’s still a part of your average business.
But what about Revenue Operations enablement?
Far fewer organizations are leveraging RevOps enablement to bring success to their business. And that’s a shame because RevOps enablement—providing departments with the RevOps tools they need—can give you a significant leg up. As the coming years will prove, RevOps enablement will play an important role.
Are you wondering if you should introduce Revenue Operations enablement to your organization? This brief guide will explain why and how best to do so.
What Is Revenue Operations Enablement?
First, let’s define the basic concept of “enablement” in a business context. Enablement supplies workers with the tools, resources, information, and strategies needed to improve performance. As mentioned, many companies adopt sales enablement or marketing enablement strategies to ensure these teams remain successful.
RevOps enablement takes enablement and places it in a RevOps framework. As a refresher, Revenue Operations is a business strategy that brings diverse teams together, uniting them under the common goal of generating revenue.
With that in mind, Revenue Operations enablement is about sharing helpful revenue-related tools and resources with everyone in your organization. After all, at its core, enablement is education.
Of course, RevOps enablement differs from sales or marketing enablement in scope. While marketing and sales teams utilize enablement strategies internally, RevOps enablement is more holistic.
It promotes cross-functional alignment and operational efficiency, ensuring that all teams—from sales and marketing to customer success and finance—have the necessary resources to succeed.
When applied correctly, RevOps enablement can replace Sales Ops, marketing and sales enablement, and other programs since it integrates all of those functions.
The Importance of Revenue Operations Enablement
Unsurprisingly, this tactic can have an extraordinary impact, especially considering that Revenue Operations is one of the fastest-growing jobs in the US right now. Put simply, it’s essential to business success.
What’s more, many RevOps success stories hinge on an enablement strategy. RevOps enablement is important because it goes beyond harmonizing marketing, sales, and operations.
It also:
- Promotes comprehensive communication and learning: RevOps enablement arms each team member with programs and strategies for seamless collaboration and overall business efficiency.
- Emphasizes the importance of accessible data: RevOps enablement enhances data visibility across departments, providing in-depth, unified insights to everyone involved. Shared data leads to streamlined processes and easier decision-making, which increases productivity.
Ultimately, when you empower your teams with the tools they need to thrive, everyone reaps the RevOps benefits.
Key Benefits of Revenue Operations Enablement
What exactly are those RevOps benefits? There are countless reasons to adopt or rework your Revenue Operations strategy, including enablement. For example, RevOps enablement can:
- Improve team alignment and collaboration: When every team works closely together, sharing tools and strategies for success, a sense of unity appears within the workplace. RevOps enablement breaks down silos within organizations, leading to more and better teamwork.
- Streamline the customer experience: In a B2B setting, customers drive revenue. So, when you implement revenue growth strategies, you need to consider the customer journey. Adding a Revenue Operations team usually improves the customer experience.
- Increase revenue growth: Naturally, the biggest Revenue Operations impact is an uptick in revenue. With every team employing RevOps best practices emphasizing revenue generation, your company is poised to grow—almost as if on autopilot.
Signs Your Business Needs Revenue Operations Enablement
Despite all the benefits of RevOps enablement, it may not be for everyone. For example, small businesses may not yet need a full-scale RevOps team.
However, most organizations can likely benefit from RevOps enablement. For instance, your company may need to implement a RevOps enablement strategy if:
- Your reps don’t understand the “voice” of the business
- Your reps are afraid to speak up when asked about processes in team settings
- Your reps say they’re unsure who can help them
- Your internal documentation isn’t new employee-friendly
- You have a general workplace culture of fear or defense around the quality of work
RevOps enablement could improve your business’s overall efficiency and productivity if these challenges or pain points feel familiar. Revenue Operations enablement offers reps the training and tools they need to perform at the top of their game.
Metrics can also point you toward RevOps enablement. Some insights to monitor include:
- Customer acquisition cost (CAC)
- Churn rate
- Customer lifetime value (CLV)
- Net promoter score (NPS)
- Annual recurring revenue
- Sales cycle length
- Lead conversion rates
If any of these metrics are underperforming, RevOps enablement is worth pursuing.
How to Implement Revenue Operations Enablement
If you’re ready to make enablement part of your RevOps implementation, only one question remains: How?
Once you’ve assessed your current operations and identified gaps, it’s time to build a strong RevOps enablement program. That’s easier said than done, but if you approach enablement through the lens of Instructional Design, you can streamline the implementation process.
Instructional design (ID) is a philosophy of creating long-term, understandable learning experiences. To leverage ID, you have to identify the needs of your learners (your employees), determine the end goal (what you want them to know), and then work to bridge that gap.
Whether you take the ID approach or not, there are a few RevOps enablement best practices to follow:
- Strive for quality: Every resource you produce should be top-notch, professional, and clear. A new hire should be able to understand your enablement strategy with one look.
- Lean on a narrative voice: All documents should harness your brand voice. If the materials use your preferred tone and terminology, so will your reps.
- Spend time with learners: No amount of documentation can substitute for instructional time. Be sure to invest the necessary amount of time in each team member.
Operatus: Your Partner in Revenue Operations
With RevOps enablement in place, you can ensure that every department member has the tools they need to improve efficiency, streamline communication, and drive revenue growth.
Interested in harnessing the power of RevOps and enablement for your business? Operatus is the ultimate partner. Our RevOps solutions are tailored to companies like yours to optimize operational efficiency like never before.
To learn more, contact our team today.
