RevOps Audit Checklist: Health Check for Fractional RevOps Engagements

Bringing on a fractional RevOps partner can feel like hiring a mechanic for your revenue engine. They’ll tune up the systems, tighten loose processes, and make sure the whole machine runs smoothly. But even the best mechanic needs a baseline inspection to know what they’re working with. That’s where a RevOps audit comes in.

A structured audit gives you and your fractional partner a clear starting point. It uncovers risks, highlights what’s working, and creates alignment around priorities. Whether you’re about to kick off an engagement or want to check the health of your existing setup, this DIY checklist can help you take stock.

1. Tooling Hygiene: Is your tech stack serving you, or are you serving it?

Fractional RevOps almost always starts by digging into the tools. CRMs, marketing automation, sequencing platforms, data enrichment, forecasting software, the list grows fast. The goal isn’t just to have tools, but to have them working together in service of your strategy.

What to check:

• System of record clarity: Do you know which system is the source of truth for accounts, contacts, and revenue? If not, you’ll end up with conflicting reports.
  
  

• User adoption: Are reps actually logging activity in the CRM? Are marketers setting up campaigns consistently? Low adoption means bad data downstream.
  
  

• Integration map: List your tools and check if data flows between them as intended. If you’re exporting CSVs every week to “make it work,” that’s a red flag.
  
  

• Automation health: Review lead routing, lifecycle stage progression, and notifications. Are they working, or are leads falling through the cracks?
  
  

2. Data Integrity: Trustworthy inputs for trustworthy outputs

Good reporting starts with good data. If your audit reveals weak definitions or incomplete records, your dashboards will be misleading at best and useless at worst.

What to check:

• Stage definitions: Does everyone agree on what an MQL, SQL, or Opportunity means? If your sales leader and your marketing leader have different answers, you’ve got a problem.
  
  

• Field hygiene: Look at your CRM fields. Are key ones consistently filled in, or do you see a lot of blanks and “Other”?
  
  

• Duplicate records: Run a quick deduplication pass. Two accounts with different owners can create chaos.
  
  

• Data enrichment: Are you enriching records with firmographic and intent data? If not, your targeting and segmentation may be off.
  
  

Fractional RevOps works best when data can be trusted. The first win is often cleaning and aligning data so that future analysis isn’t guesswork.

3. Process Alignment: Are your teams rowing in the same direction?

Technology and data only take you so far. If marketing, sales, and customer success aren’t operating with shared definitions and processes, you’ll waste energy and miss revenue opportunities.

What to check:

• Documented lifecycle: Do you have a clear funnel map from lead to renewal? Each stage should have entrance and exit criteria, owners, and automation rules.
  
  

• Handoff consistency: How do leads move from marketing to sales? From sales to customer success? Audit recent examples and see if the process was followed.
  
  

• Capacity plan alignment: Are your top-down targets (what the board wants) reconciled with bottoms-up assumptions (what your teams can realistically deliver)? Misalignment here causes missed forecasts.
  
  

• Operating cadence: Do you have a regular “demand council” or forecast review meeting where leaders look at the same numbers? If not, decisions are being made in silos.
  
  

Fractional RevOps leaders will often start by running workshops to align these processes and make sure everyone is playing the same game.

4. Reporting and Insights: Can you actually run the business with your dashboards?

Dashboards are where RevOps value shows up. But too often, companies have dozens of dashboards that no one trusts. An audit helps separate vanity metrics from decision-driving insights.

What to check:

• Single source of truth: Do your dashboards pull from agreed-upon definitions, or are leaders still fighting about whose report is right?
  
  

• Altitude check: Are reports tailored to the right audience? Executives need a high-level view; operators need detail.
  
  

• Forecast accuracy: How close have your forecasts been to actuals over the last few quarters? If you’re consistently off, stage definitions or pipeline hygiene may be the culprit.
  
  

• Attribution clarity: Can you answer where pipeline is actually coming from? Not just who gets credit, but which channels and plays reliably generate opportunities.

How to Use This Audit

You don’t need to solve everything at once. Start by running through the checklist and scoring each area as Green (healthy), Yellow (needs attention), or Red (broken). Share the results with your fractional RevOps partner. This creates a practical roadmap: focus first on the red items that are creating the most drag on revenue performance, then move to yellow areas.

A RevOps audit isn’t about pointing fingers. It’s about creating clarity. When done well, it accelerates your fractional engagement because you and your partner are aligned on where to spend energy first.

Final Thoughts

Fractional RevOps support is most effective when both sides know the starting point. Running a health check with this audit gives you that baseline. It ensures your tools are working, your data is trusted, your processes are aligned, and your reporting actually drives decisions.

If you’re investing in fractional RevOps, make the audit your first step. It will pay off in faster results, clearer insights, and a revenue engine you can rely on.