Rev-n-u Unplugged · 2026-06-02 · 45 min
The conversation explores the rise of RevOps into the CRO seat, focusing on Ryan Milligan's journey from RevOps leader to CRO and the unique approach to sales leadership. It delves into the evolving role of the CRO, the impact of data literacy, and the importance of quantitative rigor in sales leadership. The conversation covers the topics of interview scorecards, hiring challenges, ideal customer profile, retention, and the role of RevOps leaders in sales leadership. It also delves into the importance of data-driven decision-making and the transition from RevOps to CRO roles. Takeaways RevOps leaders are uniquely positioned to transition into the CRO role due to their focus on orchestration, analytical rigor, and operational efficiency. The CRO role is evolving to prioritize the quality of customers, retention, and expansion over the traditional focus on closing new deals. Data literacy, curiosity, and a quantitative approach are key attributes sought in sales leaders, particularly those transitioning from RevOps to CRO. Interview scorecards and quantitative rigor are essential for improving the hiring process.
Ryan Milligan on Shifting from Growth to Customer Retention30 / 100Why Playbooks Don't Always WorkNobody Feels Ahead Right NowWhat Does A CRO Really DoYou Don't Have a People Problem, You Have a System Problem