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.
Policy owner
Target audience
Purpose
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