Although RevOps and sales ops are similar—52.1 percent of those filling RevOps positions have a sales background—the focus within Go-to-Market strategies is complementary but different.
When aligned, a GTM team can drive up to a 200 percent increase in ROI. But when GTM goals are misaligned, it can cost companies up to 25 percent in lost revenue.
When you don’t understand the distinctions between these strategies and how they can reinforce company revenue goals, it can cost you valuable time and sales opportunities.
Here’s why:
RevOps
- Takes a holistic view across all revenue-generating teams to optimize the entire revenue process from lead gen to customer retention
- Aligns all revenue-generating departments to work toward shared goals
- Tracks metrics across the entire customer journey, including lead-to-revenue conversion rates, customer lifetime value, and cross-departmental KPIs
- Acts as a bridge between sales, marketing, and customer success to create a seamless RevOps process
- Provides insights into the entire revenue funnel to help shape the company’s Go-to-Market strategy
SalesOps
- Has the primary goal of streamlining sales processes and removing any obstacles that salespeople face
- Concentrates on achieving sales targets by improving sales processes, tools, and strategies
- Focuses on sales-specific metrics like quota attainment, win rates, sales cycle length, and pipeline velocity
- Primarily collaborates within the sales department
- Influences sales strategy by refining sales processes and ensuring that the sales team has the tools and data it needs to succeed
To drive sustainable growth and remain competitive, it’s crucial to distinguish these strategies and ensure that sales, marketing, customer success, and finance collaborate to support your overall revenue goals. Ready to take the next step? Contact Fullcast today.
