How to Perform a RevOps Audit: A Quick Start Guide
At Domestique, we've conducted more RevOps Audits than Deadpool has gratuitous CGI shots. And trust us, that's saying something.
Think of these audits as the Swiss Army knife for dissecting your client's operations - they reveal the current state and spotlight high-impact initiatives. Below, we unwrap the mystery of performing a RevOps Audit yourself.
Defining RevOps
Before diving into the audit, let's clear up how we define RevOps. Many organizations get this as mixed up as pineapple on pizza (apologies to Hawaiian pizza fans). Here's our definition, feel free to adopt it:
Planning/Strategy: A well-documented GTM strategy, ensuring everyone is on the same page.
Process: Standardized activities for seamless operations.
Tools: Systems aligned with your strategy and process.
Data: It should be actionable, at the right level, and easily interpretable.
Enablement: Addressing issues across the customer journey through skills development, tool mastery, and market understanding.
Ensure you have a solid grasp of RevOps before starting your audit.
When to Perform an Audit?
Consider an audit in the following scenarios:
Unexplained issues affecting your sales funnel.
The onset of a fiscal year or quarter.
Difficulty in making data-driven decisions.
When scaling up your team.
Audit Components
A comprehensive RevOps audit should examine:
Planning/Strategy: Everything from capacity to RevOps planning.
Process: Including demand generation and account-based systems.
Tools: Tech stack audits, CRM optimization, and more.
Data: Assessing data integrity, lead attribution, and reporting.
Enablement: From planning to professional development.
The Audit Process
Typically, an audit involves:
Meeting with stakeholders, including the often-overlooked front line.
Reviewing work streams and key projects.
Evaluating data against stakeholder feedback.
Scoring and prioritizing projects.
Building a roadmap based on these priorities.
Creating an Executable RevOps Roadmap
Assess your RevOps projects by what you lack, what needs improvement, and what’s already fine. Conduct a Level of Effort and Impact analysis, prioritizing low effort, high impact initiatives.
Best Practices for an Audit
Align on the Definition of RevOps: Ensure everyone’s on the same page about what RevOps is.
Don’t Overcomplicate: A basic audit can be quick yet effective, revealing most key areas for improvement.
Secure Buy-in for the Roadmap: Post-audit, get stakeholders on board with your roadmap.
Stick to the Roadmap: Once agreed upon, be firm about adhering to this roadmap.
Remember, a well-executed audit can be a game-changer for your operations this year. So, find time between your endless SFDC report versions to conduct one!
