Characteristics for a Successful CRO & RevOps Partnership
EP20 | Characteristics for a Successful CRO & RevOps Partnership
Whether you're a Chief Revenue Officer (CRO), a Revenue Operations (RevOps) Leader, or someone curious about driving revenue growth, the partnership between the CRO and RevOps leader is critical.
Over the years, David and I have observed several characteristics that make for a strong partnership, ultimately propelling the organization to growth.
In this episode of The RevOps Recruiters podcast, we dive deep into the dynamic interplay between a CRO and a RevOps leader, exploring 6 important characteristics.
Trust
A solid foundation of trust and mutual appreciation sets the tone for a successful partnership. This begins by each understanding and respecting the other as a subject matter expert. When CROs and RevOps leaders support and value each other's contributions, their impact on the organization is multiplied. As each approaches the relationship with humility, they are able to welcome feedback and challenging perspectives, working towards the common goal of revenue growth.
Objectivity
Both the CRO and RevOps leader must have confidence in data-driven decision-making, helping the organization make the shift from subjective, gut-feel decision to objective, data-supported decisions. This commitment to objectivity leads to informed choices that validate and confirm business successes and expose failures through empirical evidence. Because both are committed to being objective, they’re able to remove much of the emotion from decisions.
Adaptivity and Curiosity
Today’s organization are much like organisms - constantly changing and evolving over time. A willingness to adapt, coupled with a curious mindset, empowers these leaders to pivot when the time is right and experiment with innovative approaches. The strongest of leaders know the difference between a course correction and a change of direction, and know when and how to apply each appropriately to drive innovation and growth.
Constant Collaboration
Effective communication is the bedrock of any thriving relationship, and it’s no different for the CRO and RevOps leader. Regular, open, and collaborative conversations between these leaders foster alignment, identify challenges, and pave the way for continuous improvement. When this occurs, the CRO and RevOps leader are able to work together to lead teams, socialize ideas, drive adoption and unite others within the organization.
Alignment
Shared vision, goals, and KPIs/metrics are essential for growth. The CRO and RevOps leader must be on the same page when it comes to the company's long-term direction, immediate priorities, and the metrics that matter most. Speaking a common language helps to ensure a seamless execution of strategies and tactics that are most important.
Elevated Emotional Intelligence (EQ)
In high-pressure situations, a CRO and RevOps leader's ability to stay composed, empathize, and influence others is invaluable. A people-focused approach and the capacity to lead with empathy create an environment conducive to success as the CRO and RevOps leader work together to lead revenue growth across the organization.
Links to this Podcast Episode