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Being “coachable” is a key quality for employees (the coachees) and their managers (the coaches). It is often more important than being knowledgeable and it is more a question of attitude than technical skill. A coachable person not only learns, but also has a critical mind on the business or on him/herself.

Applying this principle to the standard reports published by Revenue Operations as part of the weekly or quarterly activities, I work with my colleagues on the following progression:

Level Description
1
  • Deliver the report accurately and on time.
2
  • Level 1
  • Analyze the report.
  • Deliver an Executive Summary. The Executive Summary is well structured and communicates the key takeaway. The initial report becomes the appendix of the Executive Summary. A good way to build a well structured message is to follow the Pyramid Principle by Barbara Minto. A good message can also be understood from a cell phone screen vs a computer.
3
  • Level 2
  • Detect problems before they are even visible by the management.
  • Propose different alternatives to solve the problem.

Note: Revenue Operations professionals have a wide range of other skills to master, but they are out of this post scope.