Revenue Operations Policies

I’d like to talk about Policies. One key question I ask the Go To Market teams is, “what are the rules of the road”. How do you know that what you’re doing is what the company asks of you? This is where policies come in. When well defined, policies help to address what constitutes acceptable behavior. It also clearly defines the sequence of steps to be followed on a consistent basis. Lastly, it details how the organization will respond to any policy violations.

It is a living, breathing document: subject to change. Despite this, Revenue Operations is fundamental in setting the tone of the policies for the Go To Market teams.

As a RevOps leader the following policies are considered table stakes:

• Sales Rules of Engagement

  • Account creation, ownership and transfers

  • Lead creation, routing, ownership, management, and transfers

  • Partner management

  • Deduplication

• Sales compensation plans (SCP)

  • Comp plans

  • Clawbacks and returns

  • Accelerators

  • SPIFs (special purpose incentive funds)

  • Awards (i.e. President's Club, Winners Circle)

  • Dispute resolution process

  • Payout guidelines

• Performance management

  • Performance Improvement Plan (PIP)

  • Promotion guidelines

  • Career pathways

• Forecast calls

  • Forecast categories

  • Next steps guidelines

  • Pricing

• Deal Desk, Discounts and Pricing Sheet

If you have any more send them my way at jeff@revopsimpact.com.

So let’s get into the details of what makes a good policy.

Here are the nine essential ingredients to a policy.

1. Policy owner

2. Target audience

3. Purpose