By Cultivate | November 11, 2021
In the last episode, Sam finalized the roster for the Rev Ops team. They are all exceptional professionals with the right skills. Can they work effectively as a team? We’ll see.
In this episode, we learn what is on Cash’s mind. And Sam decides to coordinate a team-building exercise with Kay’s help.
From: Samantha (Sam) Caan-Dewitt
To: Justin Thyme, Cash Maker, Kay P. Eigh, Ken Kaizen, Sharon Care and Brandy Quity
Subject: Revenue Operations Kick-off
Fellow Bonders:
I have spoken to each of you individually about your involvement on the new Revenue Operations team. We will meet as a team next week to discuss the mission, projects, and your responsibilities.
The main reason for this team is to address current and new revenue opportunities. We also have disruptive forces impacting our business,which will not go away in the next 36 months. They will only intensify. Now more than ever, as executives at Sirius Bond, we need to be fearless and make decisions that will dramatically affect the long-term direction of the business.
You may have varying levels of knowledge of Revenue Operations. So let me start with a definition to clarify.
One of the best definitions that I have seen published is from Salesforce:
RevOps brings everyone together — from marketing, sales, service, customer success, and finance — around three shared goals: price for better conversion and margin, reduce revenue leakage, and use customer data to identify new revenue opportunities.
It has never been more important for us to take intelligent action to address our challenges and maximize opportunities.
It has never been more critical to support each other as we find new ways to tackle the future.
See your inbox for an invitation to meet one week from Monday.
Many thanks,
Sam
As Cash reads Sam's email about the new rev ops initiative, he can't help but feel a little cynical:
"My gut tells me that this revenue team sounds like something I've heard before. It never went anywhere," he recalls. But he reluctantly decides to give Sam the benefit of the doubt:
"I’ll try to keep an open mind. But let’s get real. We have deals to win and quotas to meet. We can’t slow down for unnecessary process changes.
I know from experience that the buck stops with the sales team to make revenue a reality. I can already hear Kay carrying on about ‘collaboration to break down silos.'"
Cash rolls his eyes. He hates bureaucracy.
"Man, at the end of the day, you just gotta realize that my team are the company heroes. While those brainiacs are still eating their Cheerios, we’re spitting out $50’s for breakfast," he declares, under his breath.
"Ha! That’s a good one. I’ll have to use that at the next sales meeting."
Time for the team to bond. How do I get this team to gel? Whoops, there I go again. How is it that there are so many puns in the English language related to adhesives? I know it is a little tacky, but I’m on a roll. I laugh to myself.
So, the question is, what type of team building would the team enjoy while also giving me a glimpse into how well they work together to accomplish a goal?
I will connect with Kay to see if she has any ideas that will create a lasting hold.
I pop my head into Kay’s office. “Do you have a moment?” She nods yes.
“Kay, I’ve heard that you have planned some great gatherings for employees in the past. I’m curious if you have a suggested team building activity for our new team?”
She thinks for a moment, “How about an escape room? It requires problem solving, collaboration, clear communication and a sense of urgency.”
“Yaaas,” I say. “Love that idea. Do you think that this team will be open to participating?”
“I do” Kay adds. “Well, except for Chase, that is. You never know with him.”
I send email invites to the team, announcing the team-building exercise in an escape room suggested by Kay, as well as a casual dinner afterwards. I receive meeting acceptances from everyone, except Cash who declines. A moment later, he resends his response as tentative.
Stay tuned for the next episode when the revenue team meets for the first time. Assumptions will be tested, roles will be defined, and magic will happen – maybe.
"We are not the first amongst companies in our category to establish a Rev Ops team. It is about time!"
"I am all about taking a data-driven approach to marketing. It is exciting to be a part of this team."