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  • Writer's pictureAlex Handsaker

Sales Ops vs. Rev Ops: What's the difference?


You've probably bumped into the terms Sales Ops and Rev Ops, and they might sound like two sides of the same coin, but trust me, they're worlds apart. For something sounding so interchangeable, is there really a difference between the two roles?


It's time to set the record straight and what each role really does.


Spoiler alert - They're pretty different.


What Exactly is Sales Ops?


Sales Ops: This isn’t just another corporate buzzword - Sales Operations, or Sales Ops, has been at the foundation of sales teams for decades.


Your sales team is a high-performance race car, where sales Ops is the pit crew fine-tuning every aspect of that machine. From managing CRM tools to refining sales strategies, Sales Ops is about empowering your sales team to hit targets consistently and efficiently.


Picture this: your sales team is struggling with a low hit rate, and the sales cycle is dragging. Enter Sales Ops. With their expertise, they streamline processes, enhance training programs, and implement new tools to boost productivity.


The result? A sales team that’s not just meeting targets but crushing them.


Rev Ops: More Than Just Sales


Rev Ops: Revenue Operations, or Rev Ops, is changing the game as the new kid on the block.


It’s not purely limited to sales; it’s about aligning every revenue-generating department – marketing, sales, customer success – to drive growth.


Where Sales Ops was a pit-crew, Rev Ops is the conductor of an orchestra, ensuring every section plays its part perfectly.


Why Rev Ops Matters


Modern sales is complex and varied, and a siloed approach just doesn’t cut it.


Rev Ops steps in to create a seamless workflow among all departments. By fostering communication and collaboration, it ensures the entire company moves towards a common goal. It’s about optimizing the customer journey from the first touchpoint to the final sale and beyond.


Sales Ops vs. Rev Ops: A Comparative Analysis


So, what sets Sales Ops and Rev Ops apart? Think of Sales Ops as a specialist focusing on the sales team's internal efficiency whereas Rev Ops is the strategist looking at the entire field, ensuring every unit works together towards victory.


It’s a more comprehensive approach covering all company revenue, not just sales net new, with an eye on long-term growth and customer satisfaction.


What Metrics That Matter?


In Sales Ops, success is measured by sales metrics – think conversion rates, sales cycle length, and quota attainment.


Rev Ops, on the other hand, takes a broader view. It’s not just about sales; it’s about customer retention, lifetime value, and overall market impact. The metrics are more diverse, aligning with the multi-faceted approach Rev Ops embodies.


Implementing Sales Ops and Rev Ops in Your Business


Blending Sales Ops and Rev Ops in your company isn’t about choosing one over the other; it’s about understanding their unique contributions. Depending on your company’s stage and strategy, you might lean more towards one. However, the real magic happens when you effectively integrate both, capitalizing on their strengths to drive holistic growth.


Real-World Examples and Case Studies


Consider a company facing a plateau in sales - Sales Ops might zoom in on refining the sales process, introducing new tools, and optimizing resource allocation. At the same time, Rev Ops would take a step back, analyzing how marketing campaigns, customer feedback, and sales strategies can be better aligned to break through that plateau.


The differences in the two skills are quite broad, and so you need to be careful when hiring into the roles to ensure that the skillset meets the title. A Revops hire that really only carries salesops skillsets (or worse acts purely as a CRM admin) isn't going to generate the kind of results you're looking for.


Embracing the Future: Integrating Sales Ops and Rev Ops


Wrapping up, it’s not a battle between Sales Ops and Rev Ops - It’s about harnessing their unique strengths to propel your business forward. Understanding the distinct roles of Sales Ops and Rev Ops is vital for success and creating a cohesive strategy that leverages the best of both worlds.


It's more than a title, it's an entirely different skillset and mindset.

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