An in-depth look at the current state of RevOps – straight from the experts
Over 40 SaaS Revenue Operations leaders offered up their dreams, struggles, and hard-earned advice from scaling their teams & functions. Find out what you need to know.
Benchmark your RevOps strategy and Sales Operations framework against the best in the game.
Benchmark your RevOps strategy and Sales Operations framework against the best in the game.
An in-depth look at the current state of RevOps – straight from the experts
Over 40 SaaS Revenue Operations leaders offered up their dreams, struggles, and hard-earned advice from scaling their teams & functions. Find out what you need to know.
The Current State of RevOps
2021 SOL | Sales Operations Leader Survey Results
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82%
of RevOps
say that average deal size is the most crucial metric to track.
Meanwhile, we found that data completeness is more important in midsize companies, while renewal and retention becomes more vital as sales team size increases.
Average
Win Rate
Average Deal Size
Renewal Retention Rate
83.3% voted
76.2% voted
73.8% voted
And from 2020’s never-ending struggles, sales operations managers said their #1 challenge is the breakdown of internal communication silos.
87%
of RevOps
reported that their sales operations challenges became more complex in 2020.
Growing pains
Tom Andrews — Global Sales Strategy & Operations LeadThis report is unique in that it’s by practitioners and for practitioners. Inside, we interrogate our findings, add insights and propose methodologies to guide you on your Revenue Operations journey.”
Respondents also saw the all-remote revolution as a positive.
Digitalization and organizational restructuring poses a great opportunity for sales operations teams.
#1
opportunity
for revenue growth
is new target markets.
The Future of RevOps
Rob Dandorph — VP of Global Revenue Operations at BehavoxRevOps, as a whole, is a field under construction. The processes we design, the data we report, the systems we implement, even the roles we hire, are debated, decided, and iterated inside this very report.”
Meredith Ambinder —
Head of Revenue Operations at MaestroQARecently, there's been a noticeable increase in RevOps-dedicated roles, tools, and resources emerging in the tech space. To me, this signals that modern businesses are evolving at a pace that siloed go-to-market teams simply can't keep up with."
Navigate the expanding role of sales operations teams in SaaS growth with pro-tips from your peers.
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Meredith Ambinder — Head of Revenue Operations at MaestroQA
Rob Dandorph — VP of Global Revenue Operations at Behavox
Tom Andrews — Global Sales Strategy & Operations Lead