Hello, friends. Welcome to a tradition unlike any other. This is the RevOps MBA with Brian Kreutz.

Hey, Deb. So among other things, I manage our internal RevOps processes and best practices, for RevPartners, for our internal team. And so like everyone else in our team, I do have a day job. I've got, client calls.

I've got, team meetings. I've got other kind of meetings. I got a lot a lot of stuff going on. So I wanna show in this video kind of how I manage some quick ad hoc toss tasks that I randomly get because if you're in rev ops, you get these all the time.

And so the question is not only how do you complete the task, and I'll show you how to do it live, but also how do you take that task and elevate the value of it so that you could actually train or introduce your team some, some other questions they might not be thinking about. So I've got Slack up here, and I've got a RP HubSpot management channel, and you see I get, like, requests all the time and I even send, like, updates on what's going on all the time and they can obviously go check it all in the, project manager tool that we have click up, But as you know, sometimes Slack is just easier.

So I got this, random request today. I've never seen it before. Let's just go build it. So Matt is our sales manager.

He wants a report or a list on deals created in q one or any of these contacts that are associated. So you can see I have very little It's just a link of these contacts. There's no reason why he wants this list. There's no what am I gonna use it for.

There's no other things about what types of deals. He is just saying give me a list of stuff. So this list doesn't even have any filters. And so I don't know why he needed this.

I don't know what he's gonna do with it. I'm gonna build it and try to figure it out along the way. So I'll kinda go through my thought process. The first thing I'm gonna do is go build a custom report.

And what I'm going to do is I'm going to use a custom report builder, and I'm gonna make contacts as my primary data source because they're all on this list, and I'm gonna make deals as my second data source. And so the first thing I'm gonna do is look at list of membership and pull this in and do RP sales, HubSpotter champion. So I'm gonna do it as a member of this list.

And so just to validate that this is correct, a lot of times what I'll do is, like, put in first name here, and and then compare it to the name here. So I can sort by this.

I don't know why the sort doesn't really work very well. I think it's probably by, like, record ID, but, obviously, e does not jump for b. So I'm just gonna spot the second. It's only fifteen people.

But if we've got first and last name on here, I can do a pretty good job of validating that this is pulling correctly. You never wanna assume that it's an opponent exactly, but, this is kind of a validation thing. So, Anthony and Brad, let's go find Anthony and Brad. Here's Brad, and there's Anthony.

So I'm pretty confident that this is at least the right list into the right report. Alright. Now I need to see deals created in q one where any of these contacts are associated. So now I'm gonna pull in some filters for, like, create date or the deal and pull this into I'm gonna do last quarter.

That's where we're at. And I know that this is a time sensitive thing. I don't think I need to hard code this in January first to March thirty first. So I'm gonna kinda do that, and then I'm gonna do number of associated deals is greater than or equal to one.

Alright, so now I've got their name in here and you'll see why why is this duplicated. I'll kind of show you in a second why that is, but I'm gonna just go here and just do deal name as another column, and then I'll do record ID.

So the reason that this guy, Daniel's name, is up so much is because he's associated to many deals. And if you look at the pipeline, we've got a bunch of pipelines here.

Yikes all the way down here. And so you can see how this request is already getting, like, I've gotta make a ton of assumptions here because if you look at our pipeline, we've got upsell, cross sell pipeline, net new, shared selling pipeline, MRR pipeline. So this is gonna this is gonna put a lot more deals into this report that I don't want. And so, of course, you know, Matt's a great guy.

I love Matt. But he didn't he didn't tell me, like, anything he's needed, so I need to infer based on this. And so what I'm trying to do is investigate and assume what he's asking me to do. So if we've got HubSpotter Champions, these are obviously HubSpot sales reps.

Why? Because they all work at HubSpot.

And if he's asking deals associated with them, I think he's trying to look at some ROI of, like, the sales campaign they did to see what we're doing. So what that means to me is that I need to go ahead and add a filter for pipeline equals net new because I don't want, any of these other kind of, like, cross sells to happen because you can't cross sell until the net new happens. So I think he's looking at deals that are in net new. So if this is a deal thing, so the pipeline's already net new, which is fine.

Let's go ahead and go to stage, here. Let's look at maybe close date and then maybe, like, forecast category well, Sage is already there. Maybe we can go to I can just add an amount even though we use amount slightly differently at RevPartners. So what we've got here is we've got the HubSpotter name, and then we've got the deal name, the record ID so I can go back at it, the stage that it said I pulled the wrong stage value, no problem, and then the amount.

So you can see here that, the amount's not filled out unless it's further down the line. Month. So, again, just double check deal stage. I don't like how HubSpot I mean, I like that they did this, but it like, why can't deal stage be at the top?

I don't I don't love this part because there's a ton of extra fields. Anyway, so now I know that it's in stage, and so let's go ahead in here and look at what we got. So we got two in stage two, one in four, and then two kickoff scheduled, which is closed one for us, and then the rest are closed lost. I'll go ahead and update this to twenty and then go ahead and see where the close date is.

And so, do that. So close date, let's go ahead and make that daily.

So here is kind of what I have, and then I'm gonna go check the message, and you'll see how I respond. So make it I'm gonna make a bunch bunch of assumptions. He has told me nothing. He's told me a very basic thing.

I'm gonna assume he wants to know conversion rate, how many active deals, how many deals were closed, what value where they were closed, and the percentage to close when they lost. So I wanna make the assumption and not only provide him this list or this report, but actually give him the details that I think he's going to need. Alright. So here's the kind of the report I did, and here's the message that I went ahead and wrote.

So, again, all I asked was, like, I don't even know who these contacts are. Just tell me if they got deals created in q one. Make some assumptions, make this job easier, provide the value that I think I can provide being a rev up professional. So, Matt, here's the report.

I didn't have a ton of info to go on. Please do better next time. Wink wink. But there's some assumptions I've made, and so here.

So this champion list size is fifteen individual reps. Probably don't know one of the total number of deals generated. That's eleven. You also wanna know the number of individual reps that contribute a deal.

So that is five, which is about thirty three percent.

Okay? Now one person did, four one three one two. So that's seven eight nine. That's nine of the eleven.

You know, we're we're by these three people. The closed one deals, we have two deals for fifty seven k in nonrecurring revenue that were closed. We still have three deals that are active in pipeline, and six have been closed loss. So twenty five percent close rate for deals with resolution, that means two closed won, six closed lost, and then forty five percent rate of deals closed or open, five closed won or open over eleven total.

So it's closed lost plus two over eight, total, six, code's lost, plus two, close one. Okay. So now I gotta tag him, of course, so that he gets notified. But now you can see how I've taken the small request in less than ten minutes.

I've gone through here, and I've updated all these things. And I've gotten, what I think he's going for. He might not need this. I made a couple assumptions here, but I know he'll appreciate my effort and, you know, hopefully feel like, hey.

This, this guy here is here to help me and not just be someone I, ask to create reports because, I've got opinions too, and I can be just as valuable with with just as a little information.

And I can, you know, provide some insights as well that you might not be thinking of your, yourself. So this is how I take a internal request and turn it into something a little bit more elevated, a little bit more valuable, and a little bit more tangible, you know, in the world of RevOps. So good luck. Hope you like that.