Congratulations! You've just donned the RevOps cape, and the next 30 days are your golden ticket to setting the stage for long-term success.
It’s an exciting time, sure, but also one that demands a laser-focused, strategic approach. In the Masters of Revenue Ops edition, our virtual summit, we chatted with some of the leading RevOps folks.
And here’s what they had to say on how you should be moving, shaking, and making waves as a RevOps person from day one.
Week 1: Building the foundation for your new RevOps role
Week 1 is all about setting the foundation. Think of it as your fact-finding mission — meeting the team, understanding the lay of the land, and soaking up all the knowledge you can.
This is your chance to get the inside scoop on what’s working, what’s not, and where RevOps can make the biggest impact. It’s the groundwork that will pave the way for everything you do moving forward.
Here’s what you can do.
Schedule one-on-ones
Your first mission? Prioritize one-on-one meetings with key players across the revenue team — sales, marketing, customer success, and finance. Think of it as your version of speed dating. Matthew Volm, Co-Founder of RevOps Coop, nails it.
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Your goal? Listen, learn, and absorb their pain points and expectations like a sponge.
Go on a listening tour
To really get the lay of the land in your new RevOps gig, you’ve got to see how your team works together.
Jumping into the trenches with your sales, customer success, and marketing teams will give you the inside scoop on what’s working and what’s not. This isn’t just about watching — it’s about spotting those hidden inefficiencies and figuring out where you can make things better.
Here’s Matthew Volm did it in his previous roles:
Actually watching how people work is a great way to identify opportunities for improvement. If you do these two things, you'll come away with a long list of tasks. Some will be big projects that take time, but many will be smaller, quick wins that you can implement quickly. These quick wins will help you demonstrate value to the team you're joining and set you up for a strong relationship from the start.
Week 2 in your new RevOps role: Building bridges and trust
In the whirlwind of a new RevOps role, it’s easy to get lost in the flurry of tools and processes. Before diving headfirst into the chaos, let’s build some trust and momentum into your new role.
During your first week, as you shadowed sales, marketing, and customer success teams, you likely compiled a to-do list filled with both major projects and smaller, actionable items. Tackling these quick wins not only showcases your value early on but also boosts your confidence and helps you build a positive rapport with your new colleagues.
Here’s what you can do in week 2.
Collaborate on quick wins
Now that you’ve got a lay of the land, start small by working with teams to snag some quick wins — simple, high-impact improvements that can be rolled out quickly.
In week one when you shadowed your sales, marketing, and customer success teams, you’d have come out with a long list of projects for you to do. Some of it would’ve been big projects that will take time for you to do. A lot of it would be smaller things and like some quick wins that you can do pretty quickly and demonstrate value to the team that you're just joining.
This not only helps boost your own confidence, but can also set you up for a great relationship with the rest of the revenue team from the start.
Establish regular check-ins
Set up regular check-ins with your stakeholders to keep the lines of communication open and make sure you’re all singing from the same hymn sheet.
This is where you start building trust and prove you’re not just another layer of bureaucracy, but a real partner in their success.
It’s common practice to set up check-ins with the function leaders, but don’t sleep on the individual contributors as well. After all, they’re the ones who are getting their hands dirty. Meet up with them once in a while to see if their workflows have improved based on the changes you’re doing.
Week 3 in your new RevOps role: Thinking big while starting small
By week 3, you should ideally feel like you’re getting a good pulse of how your new organization works.
You'll slowly start to feel the pressure of juggling expectations, diving into data, and trying to make a good impression — all at once. But it’s important to resist the urge to start making those big changes.
Instead, take a step back and establish a clear understanding of what each term and metric means. This foundational work — creating a data dictionary — ensures that everyone in your organization speaks the same language and avoids costly misinterpretations.
It’s like setting the stage for a well-orchestrated performance: with the basics covered, you’ll be ready to tackle the more intricate aspects of your role.
Here’s what you can do in week 3.
Familiarize with tools, processes, and write down those definitions
Navigating the world of RevOps can sometimes feel like you’re juggling flaming torches while riding a unicycle.
Amidst the chaos of different tools and metrics, one key strategy for the first 30 days is establishing a solid data dictionary. This is your blueprint for defining terms and metrics — like what exactly counts as an MQL or how ARR is calculated — ensuring everyone’s on the same page.
Think of it as the Rosetta Stone for your data, translating jargon into universally understood definitions.
Document processes
In the fast-paced and chaotic world of RevOps, staying organized is crucial.
It's not just about getting things done — it's about creating a roadmap that evolves with your team and tools. One of the best ways to ensure you're on track is to start with documentation. Even a simple shared document can be a game-changer. It’s not about perfection; it’s about having a starting point that grows and adapts as your processes, people, and systems evolve.
Here’s what Matthew Volm had to say:
Week 4 in your new RevOps role: Get your hands dirty
Replicate current reports and look for gaps
To really crush it in your RevOps role, you’ve got to dig deep into how and why things are done in your company—even if they’re hinting they want to shake things up.
Here’s why this is crucial:
- Validate Your Understanding: Get a clear picture of how data flows and processes work, so you’re not just nodding along in meetings.
- Spot the Pain Points: Uncover those manual, messy processes or hidden tribal knowledge that might be gumming up the works.
- Future-Proof Reporting: Set yourself up to improve or even rebuild reports down the line with a solid foundation.
- Report Purpose: Ask the big "why" behind each report. What’s the business reason? This will give you the context you need to make informed decisions. Because at the end of the day, a statistic without a hypothesis is just superstition.
Catch Matthew Volm’s full session over here.
Wrapping Up: Reflect, adjust, and keep rolling
As you wrap up your first 30 days, take a moment to review your accomplishments and consider if any adjustments are necessary. Reflect on any unexpected challenges you faced and use this insight to refine your approach moving forward.
Make sure to communicate the quick wins and progress you've achieved; this not only helps build your credibility but also maintains the momentum.
Keep in mind that the first 30 days are just the beginning. Stay curious, adaptable, and prepared to pivot as new challenges and opportunities emerge.
