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Canopy automates individual performance analysis to provide frontline managers with the visibility and insights they need to improve performance and accelerate revenue.
The Biggest Growth Killer
Let’s face it, no matter what stage your company is at, growth is a requirement. There are so many factors that impact growth. It could be timing, macroeconomic shifts, marketing, product-market fit, the list can go on and on. The one thing we do have control over is our sales process. This theme continues to come up in every single Revenue Tree House conversation we have. Most recently I spoke with Kyle Himmelwright, Director of Revenue Operations at Yelp, and it was one of the key takeaways for any team.
Live session: Empowering Managers to be Data Driven
The reason process is always the first step is because it allows us to identify what is going well and what isn’t. Without a process, everyone is rowing in their own direction and we can’t tell up from down. Now you may be thinking to yourself, process or the lack of a process isn’t the greatest growth killer, and I would agree. However, a process is the foundation that unlocks any growth at all.
The greatest growth killer is when a revenue organization is misaligned and not focused on the right outcomes. For example, if the only outcome your team is focused on is quota who is monitoring pipeline generation, competitive intelligence, or top-of-funnel conversion rates? Quota is an outcome based on achieving the steps of your process in a positive way. As leaders, it is our job to break down those steps and set milestones that drive the desired outcomes. If our managers don’t understand the WHY behind the process your organization is misaligned. If they understand the why but don’t know how to measure or monitor the process, your organization or atleast a team or two will not achieve repeatable growth. The good news is that Kyle and I dug in on how you can turn your managers into data-driven leaders driving predictable and repeatable growth.
A major topic Kyle and I discussed is the breadth of sales tools available today. Each tool playing a small part in the bigger picture of revenue. Each of these tools are pumping out incredible amounts of data. The most important question to ask yourself is what are your managers and sellers doing with this data? Are they using it at all? Are they using it correctly? Do they even know it’s there? Most of the analysis in organizations resides at the top of the organization. It never makes its way down to the frontline manager or the seller. Sure there are about 20 disconnected dashboards your managers have access to today, but what are they telling them?
Every Sales or Rev Ops leader we talk with is constantly building new dashboards. This tells me two things, one these dashboards aren’t giving leaders the answers they need, and two leadership hasn’t focused their leaders on the key drivers and data points they need to focus on. This creates massive amounts of drag on the overall organization.
It’s time we focused and enabled our managers to drive growth, not react to it. Kyle recommends starting with the process and identifying what are the mini-goals and targets needed to achieve each milestone. Define success for each role, seller, manager, leader and breakdown the goals into smaller attainable chunks. By providing the why behind each of these goals you and your team will not only be on the same page but finally rowing in the same direction. The greatest growth lever we have is our frontline managers, empower them to be proactive and drive repeatable growth! Check out the entire conversation here.