Revenue Intelligence Process - Project Details / Task List
Tag: revenue-intelligence
Total Hours: 60h
Structure: Multi-Milestone (>50h)
Milestone 1: Revenue Intelligence Process - 1. Assessment, Platform Setup & Analytics
Tag: revenue-intelligence
Description: Discovery, platform configuration, CRM integration, deal scoring, and coaching deployment for revenue intelligence system.
Hours: 44h
Task List: (Revenue Intelligence) 1. Assessment & Platform Setup
Contains: Parts 1-2
| Task | Est | Description |
|---|---|---|
| 1. Audit Current Conversation Capture Coverage | 2.5h | Assess how much conversation data is currently being captured across all sales channels. End state: Gap analysis document showing capture rate by channel and identifying blind spots. • Pull call recording stats from existing dialer system (if any) for last 90 days • Audit Zoom/Teams/Meet recording settings and adoption rates across sales team • Interview 2-3 sales managers on current deal review process and visibility gaps • Document which channels are NOT being captured (in-person meetings, mobile calls, LinkedIn messages) • Quantify the gap (e.g., "Only 40% of customer conversations are recorded") |
| 2. Establish Baseline Forecast Accuracy Metrics | 2.5h | Document current forecast accuracy and deal velocity metrics to enable ROI measurement post-implementation. End state: Baseline metrics document with 4 quarters of historical data. • Pull historical forecast vs. actual reports from CRM for last 4 quarters • Calculate forecast accuracy percentage by rep, team, and segment • Document current win rates by stage, deal size, and sales cycle length • Interview Sales Leadership (CRO, VP Sales) on forecasting pain points and current processes • Record average deal slippage rate (deals that push from one quarter to next) |
| 3. Map Tech Stack and Define Integration Requirements | 2.5h | Document all systems that must integrate with the revenue intelligence platform and identify compatibility requirements. End state: Integration map with API/authentication requirements for each system. • Inventory current tech stack: CRM, dialer, video conferencing, email, calendar • Document authentication methods available (OAuth, API keys, native integrations) • Identify data fields that need to flow between systems (opportunity stages, contact roles, activity types) • Note any compliance requirements (call recording consent, data residency, GDPR) • Assess CRM data quality - flag critical hygiene issues that could impact deal scoring |
| 4. Define Success Criteria and Select Platform | 3h | Establish measurable success criteria and evaluate platform options against client requirements. End state: Platform selected with documented success criteria and stakeholder alignment. • Define 3-5 success criteria with measurable targets (e.g., forecast accuracy from 65% to 85%) • Evaluate platform options: Gong, Clari, Chorus, Revenue Grid, Avoma • Compare on: CRM compatibility, pricing model, implementation complexity, feature fit • Present recommendation with pros/cons to executive sponsor • Get budget approval and procurement initiated |
| 5. Set Up Platform Account and Admin Access | 2.5h | Create the revenue intelligence platform account and establish administrative access structure. End state: Platform provisioned with admin accounts and role hierarchy configured. • Create platform account with enterprise license • Configure SSO integration if applicable (Okta, Azure AD, Google) • Set up admin accounts for RevOps team with full configuration access • Define user role hierarchy (Admin, Manager, Rep, Read-Only) • Document admin credentials and access procedures for client handoff |
| 6. Configure CRM Sync and Field Mapping | 3.5h | Establish bidirectional sync between revenue intelligence platform and CRM with proper field mapping. End state: CRM connected with all required fields syncing correctly. • Connect to Salesforce/HubSpot via OAuth with read/write permissions • Map standard objects: Opportunities, Accounts, Contacts, Activities • Configure custom field sync for deal-specific data (MEDDIC fields, custom stages) • Set sync frequency (real-time vs. scheduled) based on data volume • Verify connection and run initial data sync - validate sample records |
| 7. Configure Call Recording Integrations | 3.5h | Set up recording integrations for all conversation channels used by sales team. End state: All customer conversation channels connected and recording automatically. • Configure Zoom integration with automatic recording for external meetings • Set up Microsoft Teams or Google Meet integration (based on client stack) • Connect dialer system (Outreach, Salesloft, Aircall, RingCentral) for phone recording • Configure recording consent settings based on legal requirements (one-party vs. two-party) • Test recording on each channel type and verify transcription accuracy |
Task List: (Revenue Intelligence) 2. Analytics & Coaching
Contains: Parts 3-4
| Task | Est | Description |
|---|---|---|
| 8. Configure Deal Risk Scoring Rules | 4h | Build automated deal risk scoring based on conversation signals and CRM data patterns. End state: Deal risk scores appearing on all active opportunities with clear risk indicators. • Define risk signals from conversations (competitor mentions, stakeholder drop-off, timeline shifts) • Configure CRM-based risk rules (stalled deals, missing next steps, no recent activity) • Set up engagement scoring (single-threaded vs. multi-threaded, champion engagement) • Calibrate scoring weights based on client's historical win/loss patterns • Test scoring on sample deals and validate with sales leadership feedback |
| 9. Build Pipeline Analytics Dashboards | 4h | Create pipeline visibility dashboards with forecast roll-up views for different stakeholders. End state: Dashboard suite deployed with rep, manager, and executive views. • Build rep-level dashboard: personal pipeline, deal health, activity metrics • Build manager-level dashboard: team pipeline, forecast vs. quota, rep performance • Build executive dashboard: company forecast roll-up, quarter projection, risk summary • Configure drill-down paths from summary views to deal details • Set up scheduled dashboard email delivery to stakeholders |
| 10. Create Forecast Submission Workflow | 3.5h | Configure forecast submission process with commit categories and roll-up logic. End state: Weekly forecast submission workflow active with proper approval chain. • Define forecast categories (Commit, Best Case, Pipeline, Omitted) • Configure submission workflow with rep input and manager override capability • Set up forecast snapshot schedule (weekly, monthly, quarterly) • Build forecast accuracy tracking to compare submissions vs. actuals over time • Configure automated reminders for forecast submission deadlines |
| 11. Configure Coaching Scorecards | 4h | Build coaching scorecards with talk ratio, question frequency, and topic coverage metrics. End state: Coaching scorecards active with benchmarks set from top performer data. • Define coaching metrics: talk-to-listen ratio, question frequency, monologue length • Configure topic detection for key conversation elements (discovery, demo, negotiation) • Set up competitor mention alerts and tracking • Establish benchmark values from top performer analysis • Build manager view for comparing rep performance to benchmarks |
| 12. Set Up Automated Deal Alerts | 3.5h | Configure automated alerts for at-risk deals and important conversation signals. End state: Alert system active with notifications going to appropriate stakeholders. • Define alert triggers: ghosting risk, competitor mention, champion departure, timeline change • Configure notification channels (email, Slack, in-platform) • Set up escalation rules (rep notified first, manager notified if no action) • Build weekly deal health digest for managers • Test alert triggers with sample scenarios |
| 13. Create Call Library and Best Practice Repository | 5h | Set up searchable call library with tagging for training and onboarding use cases. End state: Call library organized with playlists for common coaching scenarios. • Configure call tagging taxonomy (discovery, demo, objection handling, negotiation) • Build playlists for new rep onboarding (best discovery calls, winning demos) • Set up snippet creation workflow for managers to capture coaching moments • Create competitive intelligence library (calls with competitor mentions) • Document process for reps and managers to contribute to library |
Milestone 2: Revenue Intelligence Process - 2. Enablement & Handoff
Tag: revenue-intelligence
Description: Training, enablement, cadence establishment, and project handoff.
Hours: 16h
Task List: (Revenue Intelligence) 3. Enablement & Handoff
Contains: Parts 5-6
| Task | Est | Description |
|---|---|---|
| 14. Conduct Sales Manager Training | 2h | Train sales managers on deal inspection workflows, coaching scorecards, and forecast submission. End state: Managers trained and able to run data-driven deal reviews. • Schedule 60-minute training session for all sales managers • Cover: deal inspection workflow, dashboard navigation, coaching scorecards • Walk through sample deal review using live data • Provide quick-reference guide for weekly deal review process • Record session for managers who cannot attend live |
| 15. Conduct Sales Rep Training | 1.5h | Train sales reps on what's being captured and how to use insights for self-coaching. End state: Reps understand recording settings and can access their own metrics. • Schedule 30-minute training session for sales reps • Cover: what's auto-recorded, privacy settings, how to review own calls • Show how to use call insights for self-improvement • Address common concerns about monitoring and data usage • Distribute FAQ document addressing rep privacy questions |
| 16. Train RevOps Admin on Platform Administration | 2.5h | Transfer platform administration knowledge to client RevOps team. End state: Client admin self-sufficient for user management, reporting, and troubleshooting. • Conduct hands-on admin training session (60-90 minutes) • Cover: user provisioning, permission management, integration monitoring • Walk through common troubleshooting scenarios (sync issues, recording failures) • Document admin runbook with step-by-step procedures • Transfer admin credentials and confirm client access |
| 17. Document Weekly Deal Review Process | 2.5h | Create standardized deal review process with agenda template and required dashboards. End state: Deal review playbook ready for managers to adopt. • Create deal review meeting agenda template (30-45 minute format) • Define required pre-work for reps before deal review • Document which dashboards/reports to use in each section • Build deal inspection checklist for managers • Distribute playbook to all managers with example meeting recording |
| 18. Establish Forecast Review Cadence | 2.5h | Set up recurring forecast review meetings at rep, team, and company levels. End state: Forecast cadence calendar published with meeting invites sent. • Define forecast cadence: weekly pipeline review, monthly forecast call, quarterly business review • Create meeting invite templates with pre-read requirements • Build forecast review deck template with required data views • Document escalation process for deals that need executive attention • Send calendar invites and publish cadence to sales team |
| 19. Conduct Handoff and Schedule Follow-Up | 5h | Complete formal handoff to client with documentation package and schedule adoption check-in. End state: Project closed with 30-day and 90-day follow-up scheduled. • Compile documentation package: config settings, admin runbook, training materials • Conduct handoff meeting with RevOps owner and executive sponsor • Review success criteria and establish adoption tracking metrics • Schedule 30-day adoption check-in to review usage and address friction • Schedule 90-day ROI review to measure against baseline metrics |
Summary
- Total Milestones: 2 (44h + 16h)
- Total Task Lists: 3 (consolidated from 6 Parts)
- Total Tasks: 19 (one per Step)
- Total Hours: 60h
- Generated from: playbook_revenue-intelligence-process.md
- Generated on: 2025-12-31