Trends & Strategies Reshaping RevOps in 2024: Part Two

When we tried to break down the trends facing RevOps leaders this year (and beyond) it was difficult to keep the list short. The truth is, there are numerous challenges that RevOps teams and their leaders face every day, and with the shifting tide of audience behaviors, these challenges are becoming increasingly difficult to navigate. 

But, as we said in our last RevOps 2024 trends blog within this two-part series, to get ahead, RevOps leaders need to focus.

While teams can’t expect to master every single challenge in front of them, the teams that will have supercharged growth this year are the ones who understand the trends shaping the industry, and how they can change their day-to-day habits to positively influence efficient, and profitable, growth within their business. 

Our last blog explored the first five of these 2024 RevOps trends and strategies, which were: 

In this blog, we’ll explain the last three trends and strategies reshaping RevOps in 2024, which are:

6. Boosting Team Productivity

Raise your hand if you’ve ever been personally victimized by the phrase, “Do more, with less.” 

I’m kidding. Kind of. But this is a reality that many of us are facing, and our clients are no exception. Across the board, I am hearing stories about team reductions, and budgets being cut, and yet the goals and growth numbers continue to rise. 

To help with this avalanche, leaders must dig deep for every piece in their toolkit to support their teams on how to do more, with less by providing new ways to boost sales and marketing team productivity.

(And let’s not forget about your Customer Success or Support teams as well, as they are vital for retaining your current client base!)

Use HubSpot as a productivity enhancer

Luckily, working within the HubSpot ecosystem means I have access to all the features and functionality to support our clients. Here are a few of my favorite ways to boost productivity through HubSpot: 

• Find ways to automate the admin portion of everyone's day-to-day, such as moving their deals through pipeline stages. This gives the reps time back in their days to focus on their actual jobs: Selling!
• Take advantage of some of the newer functionalities in HubSpot, such as the Prospecting Dashboard. This reduces the number of clicks a rep has to take to see everything that is on their to-do list. Who they need to follow up with, who they have meetings with, and who they should be reaching out to.
• For your Client Success teams, consider creating views in your deals or tickets to give your teams a heads up on who is coming up on renewal so they can prioritize their outreach. 

Enhance the productivity of your sales team

Another focus area that can help boost sales productivity is to look at how your sales leaders coach — focusing on how an individual works day-to-day can be more useful than blanketed team tips, so coaching plans should be tailored, for example. 

For the wider team, you should also be holding regular sessions to encourage (and even mandate!) the use of sales tools, and they should all have an understanding of the goals and KPIs that they are trying to achieve. Look for ways to incorporate automation, too, whether that’s an automated dashboard or smarter workflows to create better efficiencies in your buyer journey.

One idea is to ask each of your team members what their pain points are with the current sales process. This tactic opens up ideas and needs for automation, or what they may need to be more thoroughly trained on to be more efficient. 

Remember, time equals money! My team and I are here to support you find ways to save time by looking at your revenue operations holistically. 

8. Navigating Complex Tech Stacks

Whether anyone wants to admit it or not, Tech Stack Fatigue is a real issue among many of our clients. Often we buy software to solve one major pain point without thinking about the bigger picture of how it will integrate into what we already have established. Having to swivel from one software to another costs valuable time, leaves more room for human error, and decreases productivity

Ray Keating, Director of Sales & Operations at Teamwork.com, a New Breed client, shared his approach to simplifying their tech stack to gain better results. 

Keating’s team migrated over to Sales Hub in the hopes of creating an efficient, simple, yet powerful revenue tech stack to optimize team performance and engagement. 

Keating made a move that many are making, with our State of HubSpot report reporting that 82% surveyed agree that adopting a centralized sales and marketing platform, such as HubSpot, boosts revenue growth.

My favorite tip he gave was to approach this project using the rep as the customer, in this instance, and really considering the sales rep and their “customer” and understanding their journey to maximize technology alongside what they do. 

“HubSpot can do so much, and it was tempting for us to implement a bunch of things at the start, but adoption is really crucial. We had to make sure we were bringing our reps and those people who were using the CRM along for the journey …. We didn’t want to scare or overwhelm people,” Keating said. 

To simplify the rep experience, Teamwork removed an “onerous” piece of tech to reduce complexity, resulting in an incredible 50% uptick in the sales team’s productivity overall. The organization also moved from using Excel for its quoting, which worked, but came with a slew of problems particularly when it came to time zones, to HubSpot, which Keating called a “showstopper” for the team.  

The result? Improved productivity, visibility, and efficiency across the sales process. Keating notes, “It came down to the ease of use and it came down to ensuring that people would use the tech we implemented.” 

As Sid noted on the webinar, there’s a simple formula to figuring out what’s needed in your tech stack and how to balance the investment in these elements: 

“I think there's if you look at it from a lens of first understanding what your existing tech stack looks like today, and then doing an audit or inventory of it. In my mind, for every element or new thing you may want to bring in, if you can’t tie it to improving customer experience or improving productivity in some way for your team, you may want to question what role that particular piece of technology is really playing.” 

“Think of it from a top-down perspective, what are the goals you’re trying to achieve for your customers?”

9. Crafting a Robust RevOps Strategy

While every organization’s end strategy is going to be different, strategic RevOps plans should always include: 

• An overview of priorities and goals so everyone understands what is being focused on throughout the year and how the team will achieve these goals (Tip: Remember, alignment is key!)
• Tech stack advancements (Tip: This is where leveraging HubSpot features for operational efficiencies can be useful.)
• Stakeholder alignment (Tip: Understand team goals and business goals and make sure everyone is speaking the same language to hit those goals.) 
• Process mapping (Tip: Create a current and future state of your tactics and tools to lay the groundwork for the year ahead.) 
• Technology utilization (Tip: Think about how tech fits into your overall strategy, and are there opportunities to consolidate or re-configure your existing tech to support your goals?) 

To conclude the webinar, each of the experts gave their own pieces of advice for those creating a RevOps strategy this year: 

Sid Kumar, SVP of RevOps at Hubspot noted,

 “I would say stay agile and be okay with being wrong and then pivoting course once you have conviction that you should pivot course. Don’t wait for another planning cycle or another year to make changes you should make earlier.” 

Ray said, 

“Keep the end goal in mind. That’s what you’re trying to drive. Everything you do should be focused towards that. If it’s not, really ask yourself why you’re doing it if it’s not going to drive your end goals.”

And last (but not least!) New Breed RevOps Strategist, Danae Ruiz, said,

“An overarching theme I see among my clients is the critical necessity of internal communication. It’s so important for successful alignment within organizations. If you don’t know where to start, survey to see how your people are feeling about their day-to-day and pick it up from there. Implement consistent communication with one another!”

If you’re looking to ramp up your RevOps strategy, whether that’s help implementing, migrating or cleaning up HubSpot or consolidating your tech stack, New Breed’s team of experts is here to support you. Outsourcing can be paramount to success, especially when there's a need to cost-effectively scale or for specialized projects. Get in touch with us today for more information.