Managing Roles and Methodologies

Overview

Roles within the Revenue platform, map a user on a 1:1 basis to the best representation of their job function. Roles are used to group users with like responsibilities and success criteria.

Why are Roles Important?

1. Roles are used to personalize the Revenue.io experience
2. They determine what generative scorecards are applicable to what users 
3. They ensure that coaching feedback provided to users is contextual based on the methodology that they are using and have been coached upon. 

Available Roles

We have populated into the platform a series of standardized roles to best capture job functions across Sales, Marketing, Customer Success, Support, Leadership, and Product teams. Below is an overview of the out-of-the-box Roles. 

Not seeing a Role that best represents your organization? Send us a note via our Product Portal to help prioritize custom Roles.

Sales

1. Account Executive:
   1. Enterprise Sales Executive: Responsible for selling the company's solutions to large enterprise clients, building and maintaining strategic relationships.
   2. Account Executive: Typically responsible for acquiring new clients and customers, focusing on sales and business development, identifying potential leads, nurturing relationships, and closing deals.
2. Inbound Sales Rep:
   1. Inbound Sales Representative (ISR): focused on handling incoming inquiries, leads, and opportunities that come from various sources such as website inquiries, online chats, emails, and phone calls.
   2. Business Development Representative (BDR): focused on generating and qualifying new sales leads and opportunities for the sales team
3. Outbound Sales Rep:
   1. Sales Development Representative (SDR): Conducts outreach, generates leads, and qualifies prospects for the sales team.
   2. Inside Sales Representative (ISR): Engages in outbound calls to prospective clients, nurtures leads, and collaborates with field sales to close deals.
   3. Business Development Representative (BDR): focused on generating and qualifying new sales leads and opportunities for the sales team
4. Sales Manager: Leads a team of sales representatives, sets sales targets, and provides coaching and guidance.
5. RevOps Enablement Manager: responsible for equipping the sales team with the tools, resources, and training they need to be effective in their roles

Marketing

1. Digital Marketing Specialist: Executes digital marketing campaigns, manages social media presence, and analyzes campaign performance.
2. Content Marketing Manager: Develops and manages content strategy, creates valuable content, and drives brand awareness.
3. Demand Generation Manager: Oversees lead generation efforts, develops marketing campaigns, and collaborates with sales to ensure alignment.
4. Product Marketing Manager: Develops product messaging, supports product launches, and collaborates with sales and product teams.

Customer Success

1. Account Manager: Manages existing client accounts, ensures client satisfaction, and identifies opportunities for upselling and cross-selling.
2. Customer Success Manager: Manages client relationships, ensures customer satisfaction, and identifies opportunities for expansion.
3. Onboarding Specialist: Guides new clients through the implementation process, ensuring a smooth transition onto the platform.
4. Renewals Specialist: Focuses on renewing existing contracts, driving customer retention, and identifying upselling opportunities.

Support

1. Support Rep: Provides technical assistance, troubleshoots issues, and ensures customers' successful use of the platform.
2. Support Manager: Oversees and leads a team of support agents, ensuring efficient resolution of customer issues and maintaining high levels of customer satisfaction.
3. Contact Center Rep: Handles incoming customer inquiries, providing assistance, information, and issue resolution to ensure a positive customer experience.
4. Contact Center Manager: Manages the overall operations of the contact center, including staffing, training, and optimizing processes to enhance customer service and achieve performance targets.

Leadership

1. CEO: Sets overall company strategy, drives growth, and makes key business decisions.
2. Sales Leader: Leads the revenue generation efforts, overseeing sales, marketing, and customer success teams.
3. Marketing Leader: Drives the company's marketing strategy, brand positioning, and customer acquisition efforts.
4. Product Leader: Oversees product development, defines product vision, and ensures alignment with user needs.
5. Customer Success Leader: Focuses on customer satisfaction, retention, and overall customer experience.

Product and Development

1. Product Manager: Defines product roadmap, gathers user feedback, and collaborates with engineering to deliver valuable features.
2. Designer: Designs user-friendly interfaces and ensures an optimal user experience on the platform.
3. Data Analyst: Analyzes user data to provide insights into usage patterns, identify areas for improvement, and inform decision-making.
4. Quality Assurance: Ensures the platform's functionality meets quality standards by rigorously testing new features and updates.

Bulk Manage Roles

To manage Roles in your account, a user who has an admin license can navigate to the the Roles tab within our Admin Console. 

There are multiple ways that you can manage Roles both in bulk and on an individual user by user basis.

Auto Map Salesforce Roles

Within Roles, Admins have the ability to quickly associate Salesforce Roles to Revenue Roles. This ensures that established Salesforce Roles can quickly be aligned to Revenue Roles and save time mapping your users. This is useful when you have users in Salesforce who all are associated with a Salesforce Role that should map 1:1 to a Revenue Role.

First, select the "Auto Map SFDC Roles" button in the top right corner of the Roles list page. 

On selection of the button you will be presented with a modal that lists out all of the detected Salesforce Roles in your connected Salesforce org. These values are auto populated, if you are not seeing a role that you would expect, you can select the "Refresh Roles" button to refresh the modal and pull all of the profiles again from your connected org. 

Associated with each of the detected Salesforce Roles is a picklist of Revenue Roles. 

Locate the Salesforce Role that you want to map and select the dropdown associated with it. On selection you will be able to see a list of all Revenue Roles broken down by department. You can set the value of "unassigned" or select a Role from the list. 

Once you have made an update to your Role mapping, you will be able to select the "Save" button to commit the changes. On selection of the "Save" button the modal will change and the mapping of your Salesforce Role to Revenue Role will be complete. 

All users who are currently associated with a Salesforce Role will now be associated with the Revenue Role. On a go forward, any new Revenue User with a Salesforce Role that is created within the platform will assume the Salesforce Role based on the mapping set. 

Assigning Users to a Role

Another route to quickly Manage Roles is to bulk assign users to an individual role. To accomplish this select the "Assign Users" button at the top right of the Roles list page. 

On selection, an admin will be presented with a modal of users who do not currently have an associated Role. 

In this list, an admin can find specific users via searching for them by name, filtering by Team, or by Selecting a specified Salesforce Profile. 

Once you have found the users that you want to associate to a Role you can bulk select all users, or individual select them with the checkboxes associated with each name. 

Once you have selected the users that you want to map select the "Next" button at the bottom right hand corner of the page. 

Upon selecting the "Next" button, a user will be presented with a step to assign roles to the selected users. 

This can occur in one of two ways:

1. Assign the same Role to all users
2. Individually select the role that should be associated with each individual. 

To assign the same Role to all users select the "Assign All Users this role" checkbox and select the Role that you would like to associate from the dropdown list. 

To individually select Roles for the selected users, uncheck the "Assign All Users this role" checkbox and select a Role for each user in the list

Once Roles have been assigned in bulk or individually, you wll be able to select the "Save" button. On selection of "Save" the selected Role(s) will be assigned to the users within the list.

Managing Individual Roles

An admin can view and manage an individual role by selecting any of the out-of-the-box roles from the Roles list.

Within an individual role page, an admin can view and manage the methodology associated with the role along with the individual users associated with the role. 

Managing Methodologies

By default, each Role will not have a Methodology mapped to it. Once you navigate to an individual Role page you will see a methodology picklist.

On selection of the picklist you will see a dropdown of available Sales Methodologies to choose from. Available within the Platform are the following Methodologies to select from:

• SPIN Selling
• N.E.A.T. Selling
• Conceptual Selling
• SNAP Selling
• Challenger Sale
• The Sandler System
• MEDDIC
• Solution Selling
• Gap Selling
• SPICED
• BANT
• Richardson
• Revenue Adaptive Value Coaching

If you need additional guidance as to what Methodology you should select, click on the "View Available Methodologies" button.

Upon selection of the button you will be presented with a modal that allows you to search for methodologies by name and to view additional context into each methodology. 

Once you select a methodology from the dropdown, it will automatically be saved for the users that are associated with the Role. 

Managing Users Associated with a Role

To manage the users that are automatically associated to a rol, you can select the "⋮" icon in line with each user. 

On selection of the icon you will be able to view the following Options

Selecting the "View user" option will navigate the user to the selected user's Profile page. 

Selecting the "Reassign option will open a modal to be able to move the user from one Role to another. 

Select an alternative Role from the dropdown list to enable the Save option within the Modal. 

Upon selection of the "Save" button. the modal will be closed and the user will be associated to the new Role Selected and no longer visible within the Roles list page they were previously associated with. 

If you would like to remove a Role completely from a user, you can select the "Remove" option. On selection of this option, a confirmation modal is presented to the admin. On selection of the "Delete" option the user is removed from the List of users associated with the Role. On selection of the "Cancel" option the modal is closed and the action aborted. 

Managing Roles on an Individual User Page

Within the Admin Console, when admins navigate to individual user record pages they can view and manage a Roles picklist associated with a user to be able to directly assign a role to that user. 

Upon selecting a Role from the dropdown list to add or update the Role associated with the user, select the 'Save' button in the top right hand corner of the user page to save the changes made.