Building Out Process and Revenue Operations with Guest Tim Clarke - 222

On this episode, Mike is joined by Tim Clarke. They discuss building out process & timing and how you can build out your revenue operations engine. Tim is a Managing Partner at Growth Sigma. Growth Sigma helps growth leaders align and execute against the four most important parts of the enterprise sales system. 

Questions Answered:

• How does system design apply in the context of Sales and building out revenue engines?
• What are the 4 P’s?
• Why do we overcomplicate building out a process?
• How can we build a culture over a period of time?
• What types of lifecycles do organizations go through?
• What are some questions reps can ask during an interview to know if an organization is using a systems based approach?

Key Takeaways:

• 3 Roles of a Chief Revenue Officer
• • Recruiting, onboarding and developing great Sales talent.
  • Build an unbeatable Sales culture
  • Build the sales execution system, go to market strategy, understand the buyer journey, sales process and scale.

• Chief Revenue Officers should be spending 100% of their time on building a great culture.
• 4 P’s
• • Priorities
  • Process - should be collaborative
  • Positioning - what message resonates
  • Performance - what types of behavior do incentivize

• Reality is, you should be looking to see who you can bring in that can bring the team together, communicate a clear cut strategy, understand how your customers buy and organize the team.
• It is important for leaders to set expectations properly.
• Organization Life cycles -
• • Iterate - focus on product
  • Growth - net new acquisition, retain what is sold
  • Scale - how do we move to scale? Define ideal customer, determine how your buyers buy.
• Rep interview questions - 
• • What are you going to do to enable my success?
  • How would you define your ideal customer?
  • What tools can I use across the buyer journey to help with my success?

Show Links:

Tim on LinkedIn

www.growthsigma.com

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This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

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Product Market Fit

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