Mackenzie | October 11, 2022 | RevOps
The biggest difference between RevOps and SalesOps is that RevOps is focused on aligning teams across the entire company, while SalesOps is focused specifically on improving how the sales team operates.
Most companies are more familiar with SalesOps because it's been around longer. It's the process of taking your sales team's current functions, and streamlining them around better processes, sales enablement training, shared revenue or sales goals, and more. RevOps functions similarly but on a much grander scale.
Rather than just optimizing how the sales team functions, RevOps works to bring traditionally siloed parts of a company — sales, marketing, customer service, and finance — together, streamlining the customer experience across the entire company and bringing all teams to work towards a few shared goals.
RevOps, or revenue operations, works to break down silos between departments so that all teams can come together to remove barriers to profitability. Revenue operations exist to drive revenue growth by improving a company's operational efficiency.
In English, that means that RevOps works to help your teams work together more efficiently and in a way that provides a better, more profitable service to your clients.
How does Revenue Operations work? Well, like most business strategies, it works a little differently for each company. In general, RevOps typically starts by:
Teams Involved: Marketing, sales, finance, customer service (and more!)
The biggest benefit of RevOps? Your team is on the same page, shares data, and collaborates to find the biggest impact items that can improve customer experience and drive revenue.
The result of a healthy RevOps strategy is a more profitable company with clear processes and procedures. Not only does this deliver more revenue, but it provides a stable foundation for continued growth over time.
Where RevOps focuses on streamlining operations across many teams, SalesOps is — as you might expect — centered specifically around the sales department. On a large scale, SalesOps is responsible for high-level support of the sales team.
Things like territory mapping, tech stack support, and reporting all fall under the purview of SalesOps, but it's bigger than just sales management or sales enablement. The goal of SalesOps is to create a clear, overarching vision for the direction of the sales team, so they can do what they do best: close.
How does SalesOps Work? In general, SalesOps focuses on using data analysis and sales forecasting to establish a sales strategy that removes friction for prospects and delivers higher close rates by removing roadblocks for sales reps.
Teams Involved: Sales
Functional SalesOps makes the entire sales team better, and it in turn means that sales are delivering better new customers to the customer service team.
Great SalesOps means that the sales team is focusing on the best prospects, the sales process is streamlined and frictionless (for reps & prospects alike), and clear data is pointing to successes and failures as SalesOps continues to optimize the process.
Both RevOps and SalesOps perform important functions for the growth of your business.
Most companies tend to start with SalesOps, as it's just one piece of the larger RevOps puzzle. With SalesOps in hand and functioning the way it's supposed to, it's easier to roll those efforts up into a larger RevOps program.
If your company is new to the idea of RevOps, SalesOps might be an easier place to start because it's smaller, more manageable, and there's a lot more tangible information out there about how to optimize one department vs. all client-facing departments.
That said, even if you opt to start with SalesOps now, RevOps should be on your radar for the company's future. In the end, it the companies that win wil be the companies that can deliver the most streamlined (and profitable) processes across all departments.
If you have more questions about RevOps or SalesOps, get in touch with the Evenbound team. We're experienced in RevOps (we're actively implementing it for our team, as well as for our clients!) and we know how to help.