Jul 6, 2021
Will and Sean conclude their 5 for 15 RepOps series with the
discussion of a critical (yet often unrecognized) component of
business development: innovation. But how does innovation play into
revenue operations? Check out today’s episode of Aligned to find
Innovation is integral to company success.
- A common thread throughout revenue operations - different
people are responsible for understanding various customer aspects.
Marketing might need to think about long-term strategy while sales
develops one-on-one insights directly from prospects. And, of
course, current customers provide innovative ideas you know your
audience will like.
- The takeaway? Innovation needs to be a part of the revenue
operations conversation because there are multiple stakeholders in
Innovation is a posture change.
- You can have the right framework, alignment, and programming.
But if you refuse to innovate, you’ll be the next Blockbuster - the
shining star that burned too quickly.
- But what do we mean by innovation? Innovation is asking
questions. How else could we build it? What else can we do with
this? How else can this be applied?
- The command-and-control management model leftover from World
War Two inspired this lack of innovation in the workplace. Moving
to a distributed approval process for innovation can help you avoid
Idea-killing structures have to be shifted.
- As an executive, think about how an idea would disseminate
through your company to be understood and seen. Is it accessible to
everyone? Are certain people encouraged to participate over
- Make your company aware of biases. People are taught to see
something one way, and our brains will frame new ideas to fit that
How to determine the most important thing to develop in
- Develop quarterly objectives with the execution maximizer
- Implement programs to generate innovation. Give each of your
employees fake capital and see where they choose to invest in the
- By avoiding a command and control top-down model, you recognize
good ideas based on what has the most investments.
- What’s the key takeaway from this episode? Shift the way you
drive innovation in your company.
- Check out Sean’s book
Shift to learn how to develop your marketing strategy and
- Aligned is a podcast for executives of emerging middle-market
companies, executives of rapidly growing businesses, and executives
pursuing growth and looking for new levers to pull. FitzMartin is a
sales-first company driven by those things, and we want to pursue
those things, and we know that you do, too.
- To connect with Sean Doyle, find him on LinkedIn, or learn
more about FitzMartin on the company web page.
You can also connect with Will Riley on LinkedIn.