7 templates and frameworks to grow your revenue
This week I want to bring you up to date with the templates and frameworks that you can access for free through the RevOpsCharlie website.
These tools can help you understand your own business and plan out your next moves as you grow revenue.
Most of these are simple docs that you’ll create copies of and start work in for free!
Revenue Tech Stack Audit
This is the most popular of the tools - a simple spreadsheet that allows you to list out all of the current tools in your revtech stack - the ones you bought by choice, and the ones your team brought in through the back door!
For each platform the Revenue Tech Stack Audit template will detail:
who owns it
who uses it
how much you spend on it
how many licences you pay for
how many integrations it has into other tools
how well adopted it it
how much duplication there is with other products
You’ll then assess whether its a definite keeper, a definite remover, or up for debate
Sales Playbook Template
Every revenue leader needs a predictable and repeatable sales playbook that, if followed, will generate the best possible outcome - closed business.
I prefer to call it a revenue playbook - as it cannot be created in a sales silo - it needs the input of your customer success, product and marketing teams for each one to deliver.
You’ll create these in unique seller/buyer pairings - you can’t create a single playbook that covers the SDR role and AE role - they are trying to do different things as different stages of the buyer’s process.
The sales playbook template asks you critical questions as you design your sales playbook:
Who is the playbook for?
What stage of the buyer’s process are you targeting?
What is the buyer trying to do at that stage?
What external events, assets or tools will you create for this play?
Who internally can help build this playbook?
Pipeline Coverage Calculator
Tech companies are struggling with lack of pipeline - but how much pipeline is enough, and when do you need to create it?
This calculator allows you to input:
your quarterly targets
your current pipeline
average deal size
average deal velocity
and quickly understand the gap to your ideal coverage, how much pipe your team need to generate to obtain the right coverage, and how many opportunities that requires.
I recommend using the Pipeline Coverage Calculator at a team level to account for different regions, customer segments and products.
OKR Workshop Cards
Objectives and Key Results are the default goal planning framework for tech companies - but it is easy to fall into the trap of the planning process or your OKR tool being the focus, not on the actual OKR discussion and selection with your team.
These OKR workshop cards can be printed out and used to stick onto the wall in your meeting room as your team suggest Objective ideas, map out Key Results and prioritise what is most important for next quarter.
These are ideal at a company, team or individual level.
Org Chart Playing Cards
Continuing in the analogue theme - visualising your GTM org chart today and into the future can be difficult with a digital tool.
You zoom in to try and see individual roles, or pinch out to try and visualise the entire team. It isn’t conducive to ideation and testing out different models.
These org chart playing cards are the only tool I’ll list here that costs any money - and that’s because they are a physical item, printed by a professional playing card manufacturer and will be shipped directly to you.
The pack includes 56 cards covering every team across marketing, sales and customer success - with a few wildcards thrown in!
Buyer Experience Audit Template
Do you really understand what your potential buyer sees when they start researching your segment and your company?
Too often we look from the inside out and forget to put ourselves in the shoes of our customer.
With the Buyer Experience Audit Template you will be guided through a series of sections including:
Your website
Your social feeds
Product Review platforms
Analyst reports
Blogs
Your competitors
You will then generate an output that helps you critically assess your buyer’s experience before they ever speak to one of your team.
SDR Cost Calculator
And finally, the SDR model only came to prominence in the mid-2000’s - and yet for many founders and revenue leaders today it is the default - because that’s what everyone else does.
But are you confident that the numbers stack up?
With this SDR Cost Calculator you’ll be guided through calculating the fully loaded cost of your SDRs including:
base salary and commission
leadership
tools and training
attrition
and then balance this against:
average deal size
number of ‘new’ opportunities created
average conversion rate
to find out the true cost of an SDR.
And there we have it - 7 templates and frameworks to help you plan out your activity and grow revenue.
I’d love to hear how you get on or see any pictures of your workshops in action!
See you next week!
Charlie
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Whenever you are ready, there are three ways that I can help you accelerate your revenue.
RevOps Maturity Assessment - Take my free 22 question assessment and receive specific suggestions on how to improve your revenue growth.
Pipeline Emergency Rescue - I’ll work with you and your team to get your pipeline back on track in one quarter.
RevOps Impact Playbooks - I’ll help you implement one or more tactical processes across your revenue teams - content, referrals, testimonials, adoption and more.