At York IE, we understand that achieving scalable revenue growth requires a strategic approach to aligning processes, technology, and reporting across your entire revenue organization.
That’s why our GTM (Go-To-Market) and Revenue Operations consulting services are designed to help businesses like yours. We’re here to partner with you to optimize your operational processes to drive revenue, improve efficiency, and enhance collaboration between sales, marketing, and customer success teams.
How We Help: Refining Your Revenue Operational Processes
Our consulting offerings start with an in-depth assessment of your current GTM strategy, tools, and integrations. We then work with you to refine key operational processes and ensure your teams are set up for success.
Let’s discuss some of our core focus areas.
1. Revenue Operational Process Readiness
A critical component of optimizing your revenue operations is ensuring you have clear definitions and documentation for each phase of your GTM and sales processes. This approach keys in on a handful of factors:
- GTM Technology Stack Assessment: We evaluate your existing tools and integrations to ensure they’re enabling—not hindering—your success.
- Revenue Plan to Deal Plan Waterfall: Our team helps you analyze how your revenue plan is allocated across departments, ensuring a unified approach across sales, marketing, customer success, and partner teams.
- Sales & Marketing Funnel Definition: We clearly define key funnel stages (Lead, MQL, SQL, Opportunity, Closed Won) and account-specific stages for target accounts to improve tracking and consistency.
- Lead Source Documentation: Accurate lead source attribution is crucial for reporting, and we’ll help you document and track where your leads are coming from.
- Lead Follow-Up SLAs: Timely follow-up is key to closing deals. We’ll help you establish service-level agreements (SLAs) to ensure your team responds to leads quickly and effectively.
- Sales Stages Definition: We break down each sales stage, outlining the specific criteria needed to move opportunities from one stage to the next.
- Meeting Tracking Process: Effective meeting tracking in your CRM is vital for maintaining an accurate view of deal progress.
- SDR Qualification & Activity Requirements: We assess SDR activity benchmarks and qualification needs, ensuring your team is hitting their lead generation and qualification goals.
2. CRM Set Up for Success
Your CRM should work as hard as your sales team. We’ll help you configure it to track the right data and optimize workflows for performance monitoring. Some of the ways we optimize your CRM include:
- Funnel Tracking and CRM Integration: We set up fields to track performance against goals for both sales and marketing efforts, including ROI from marketing campaigns and tracking deal generation across new, renewal, and upsell opportunities.
- Sales Stages & Meeting Tracking Fields: We ensure your CRM is configured with fields that capture sales stages and meeting details, allowing your teams to focus on execution.
3. Reporting Framework: Establishing Growth Metrics and KPIs
Reporting is where operational alignment shines. Our consulting team can create a suite of dashboards and reports that give you a clear view of performance. Some examples of reports we can build include:
- Sales & Marketing KPIs: Design of growth metrics for tracking team performance.
- Red Flag Dashboards: Alerts for issues such as incorrect lead loading, missed follow-ups, and stalled deals.
- Deal Progression Monitoring: We provide alerts for deals that are stagnating or missing critical information.
- Sales & Marketing Reporting: Trend analysis, campaign ROI tracking, and pipeline segmentation ensure that your leadership teams have the insight they need.
- Executive Dashboards: High-level metrics for board reporting, including team-specific performance dashboards for leadership across sales, marketing, SDRs, and customer success.
Our Holistic Approach to Revenue Operations
At York IE, we don’t believe in one-size-fits-all solutions. We take a holistic approach that empowers every part of your revenue team to work harmoniously toward shared goals. From configuring your CRM to defining lead follow-up processes and building meaningful reports, we’re committed to helping your business achieve consistent, scalable growth.
By aligning your GTM strategy with operational excellence, our consulting services help you deliver the results that matter. Let York IE guide your teams to peak performance with streamlined processes, clear reporting, and optimized technology.
