In the 1Y 360 Feedback session, your peers will say:
*The Revenue Operations Director is RELENTLESS about realizing value in our business. They have redesigned processes, found new technology, simplified the lives of our team members, and radically improved our sales efficiency - all while improving the cohesiveness and morale of our team.
The Revenue Operations Director is the internal consultant and implementation planner for the GTM Organization. They are constantly on the lookout for the most impactful improvements that lead to **increased sales efficiency** and **sales velocity** through direct and indirect means.
They will own the scorecard for the GTM Organization, developing and automatic metric collection, document performance benchmarks, and facilitate distribution to stakeholders inside and outside the GTM Organization.
They will own the selection, implementation, and operation of the sales technology stack and it's beneficial integration to the larger organization.
They will work consultatively with other MacroFab leaders to identify and prioritize initiatives that will materially improve the sales efficiency and velocity of the organization.
30 Days: The ROD will have completed interviews with primary stakeholders and developed an understanding of the MacroFab GTM model and 2023 execution strategy, as well as a shortlist of near term initiatives as candidates to deliver immediate value to the business, felt by key stakeholders in and outside of the GTM team. Deliver a mind-blowing, 5/5 presentation to the team at SKO '23.
60 Days: The ROD will have completed automation of the GTM Monthly Business Review metrics and will be poised to move these metrics to realtime in support of the transition to Weekly Business Reviews. Interviews with other GTM leaders will have provided the insight needed to begin to distribution of this metric set to the GTM team, and kick off an effort to customize these metrics for each role within the organization.
90 Days: The ROD has completed role-based training for top level and role-specific metrics, often in conjunction with the Sales Enablement Director. They have developed a process inventory and a technology inventory framework and begun populating in support of a long-term roadmap for people / process / technology improvement.
- [Sales Velocity](https://learn.g2.com/sales-velocity)
(# open opportunities * number of sales opportunities * average deal size) / length of sales cycle
- [Sales Efficiency](https://www.gong.io/blog/sales-efficiency/#:~:text=Calculating%20sales%20efficiency%20(also%20known,get%20your%20sales%20efficiency%20ratio.)
Sales Revenue / Cost of Making Sales
Valuable solutions get utilized. Unless they aren't adopted. Training and adoption support will be a key element of success for the ROD role. Every metric and technology platform utilization must be measured to ensure maximum value is extracted from the investment.
Performance in the ROD role will be measured an improvement over baseline to the KPIs above.