#34 - Finding revenue leakages: How RevOps prioritizes growth, with Sandra Kjærstad from Inpay

In our latest episode of "The Commission Corner" we spoke with
Sandra, a RevOps leader who has spent 16 years inside commercial
teams.





Sandra mentioned that during all this time one insight stood out:





Sales teams are incredibly good at generating ideas.


But very few companies are good at deciding which ideas actually
drive revenue.





The difference between a busy sales organization and a high
performing one often comes down to one simple question:





Can you tie the idea to revenue?





Here is a simple framework RevOps teams can use to prioritize
initiatives.





Start with the revenue gap


Identify where revenue is missing across the funnel


If an initiative cannot connect to closing that gap, it is
probably not a priority





Map every initiative


Put everything on the table from small tasks to big projects


Attach a metric such as revenue impact, efficiency gain, or
hours saved





Identify the leakages


Look at where deals slow down or customers drop off


Prioritize initiatives that remove friction in those moments





Align compensation with behavior


Incentives should reinforce the company’s strategic goals


If you want new behaviors, reward them





Keep systems simple and transparent


Sales teams need to understand how they win


Clarity increases trust, focus, and motivation





One more takeaway I loved.


RevOps is not just about dashboards or CRM systems.


It is about translating big strategy into daily actions that
sales teams can actually execute.





Strategy creates direction.


Operations create revenue.





What is the biggest revenue leakage you see inside most sales
organizations today?





Listen in now - live on Spotify, Apple podcasts and Youtube!