Trailhead Thoughts
“Growth and comfort do not coexist.”
- Ginni Rometty
Trail Map - Learn. Think. Act. ™
Build Your Revenue Operating System
📚Learn
A revenue operating system is more than just a sales funnel. It’s a combination of processes and tolls that helps you utilize the right resources in the right place - consistently. Here’s what it includes:
A deep understanding of how your customers make decisions.
Your business process for forecasting and delivering the work.
Your team’s process for finding and serving the right customers.
Core tools: decision-making, problem-solving templates, communication plans, and guiding principles.
🤔Think
Ask yourself:
Do I know how my customer decides to buy?
Can my team explain our process without guessing?
Are we using the same tools or do we all do our own thing?
Where do deals fall apart in our current process?
💪 Act
Map out your customer’s buying journey.
Define the key stages in your sales and delivery process.
Introduce 3 essential tools:
Decision-Making 2×2’s
A Problem-Solving/Account Planning tool (think hexagon)
Effective Communication Tool - your call plan
Write 3 - 5 guiding principles to help your team make faster, better decisions.
Start small. Iterate. Build your system - not someone else’s.