Creating a Roadmap towards RevOps Success with Saul Garcia, VP of Revenue Operations at Health Recovery Solutions
In this episode of RevOps Demystified Podcast, Tom Hunt and Alex Freeman are joined by Saul Garcia, VP of Revenue Operations at Health Recovery Solutions (HRS). They discuss the core difference between sales and RevOps, creating a roadmap for success and revenue target planning.
Saul’s journey towards RevOps
Saul started his professional journey in 2012 at American Specialty Health as a Health Coach, however, with time, he learnt that this role didn’t align with his interest. Therefore, in 2016, Saul switched his career into sales operations and joined ACTIVE Network as a Sales Operations Specialist, which hit the right chord for Saul as he explored his love of working with salespeople.
In 2017, Saul, with a passion for sales and operations, escalated his career and joined Aventri as a Sales Operations Analyst. Within two years, Saul got promoted to Director of Revenue Operations. Aventri became the catalyst for him to explore his love for revenue operations, and ever since, he has served as Director of Revenue Operations for several companies. Currently, he works as a VP of Revenue Operations at HRS.
Despite his double majors in Computer Science and Mathematics, Saul feels more inclined towards psychology, human behaviour and team playing.
It takes you time to choose the right career path for yourself, as schools and colleges might not teach specialised skills such as sales ops, but you have to analyse your skill set and keep exploring paths to reach the one that provides you with goosebumps.
How Saul’s past experiences helped him excel in sales and RevOps
The success of sales ops lies in building effective communication and collaboration with different teams. Saul’s experience as a psychologist helped him develop the desired interpersonal and intrapersonal communication skills to excel in sales ops.
Rev ops is all about building processes, streamlining operations, and effectively managing a team. Saul’s experience as a therapist helps him eliminate negative stigma amongst the sales teams. In addition, it helps him be empathetic and understand every stakeholder’s concerns.
The core difference between sales and RevOps
Sales and rev ops can be related to soccer positions, where sales operations is an offensive position (strikers), and revenue operations is a defensive position. Saul likes being a defender and helping the team grow, succeed and achieve sales and revenue goals.
RevOps serve as a coach that analyses, strategies, and derives the whole team’s game plan to perform better.
How to create a road map for efficient RevOps
Every business is different, and so is its rev ops needs; you need to improve data and reporting mechanisms to create efficient revenue operations. Creating reports on accurate and relevant data is the best first step to streamline and level up rev ops.
Secondly, evaluate the organisation’s problems to prioritise the ones causing lower conversion rates, bookings, sales, and leads. Finally, create a road map that helps you find solutions to the pain points.
The problem typically lies in training, rather than technology enablement… most of the time.
How to plan and achieve revenue targets?
- Evaluate the number of leads you get through each sales channel
- Create a strategy to convert them into opportunities for the salespeople
- Analyse how many of those opportunities are converted into bookings or purchases
- Repeat the cycle
“Before someone runs, they crawl.” Do not rush into each process, as all the steps above take time to yield results.
Revenue ops team at HRS
At HRS, around forty people work in Sales and CS (customer service). The RevOps team consists of seven members handling a variety of roles:
- The technical operations team has two members, managed by two Salesforce Administrators handling all technology on the sales and CS
- Market operations: One manager handling all the market research
- A Junior revenue operations analyst that helps with the reporting and analysis
- A customer success (CS) operation lead to building strategies that meet customer needs and expectations
- Utilising Support Ops With Brian McTeague, VP of Revenue Operations at FastSpring
- Effective Rev Ops and Analyzing Lead Closing Time with Gilles Meiers, VP of Revenue Operations at LumApps
- Keeping It Simple for Sales Reps With Sandy Robinson, Vice President of Revenue Operations at Nymbus