A Process Governance Framework

Lately I’ve been working on a Sales Process Governance framework. Typically I would build a Sales Process Map similar to the one you see below.

But there’s a grander governing framework to ensure that not only the process you see above is continually improving, but also plugs into the wider world of processes at the company.

Enter the process governance framework. A process governance framework is a set of policies, procedures, and practices that help a company manage its processes. It's used to ensure that processes are aligned with the company's values and strategic goals, and that they're executed consistently and efficiently.

One visual I found that I really enjoyed is the following:

It starts with what is called standard tools, notations, and methods. Over the years I’ve compiled a series of tools that may add up to this:

• Data dictionary

• Customer Lifecycle; Process maps (the sales process map is up above)

• GTM system architecture diagram

• Standard Operating Procedures (SOPs) and/or Playbooks

• OKRs and KPIs

• Operating cadences

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Building and leveraging the tools above should be sufficient to have a Revenue Operations function humming along.

But the pyramid above add up to something grander. Here is the approach that makes sense.

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