How to Spot a Broken RevOps Strategy in 10 Minutes (And Fix It in 30)

Learn how to quickly identify gaps in your RevOps strategy—and get a step-by-step fix to align sales, marketing, and ops in under 30 minutes.

Revenue Operations (RevOps) aligns sales, marketing, and customer success into one strategic engine. But when RevOps breaks, growth stalls. A broken RevOps strategy can hinder your business growth. Recognizing the signs early allows for timely interventions.

Signs Your RevOps Strategy Is Broken

You don’t need a full audit to see if something’s off. Look for these common issues:

1. Sales and Marketing Are Misaligned

• Teams use different definitions of a qualified lead
• Marketing blames sales for poor follow-up
• Sales ignores leads because they don’t trust the scoring

Misalignment leads to wasted budget and missed opportunities. A 2022 LinkedIn B2B Trends study found that 90% of sales and marketing professionals say they are misaligned in strategy, process, or goals.

2. Forecasting Is Always Off

If your sales projections are wrong every quarter, the problem might not be sales, it could be upstream in how data is collected and passed through your systems.

Bad forecasts usually mean:

• Dirty CRM data
• No standardized sales stages
• Lack of visibility into real-time pipeline health

3. Leads Get Lost in Handoffs

You generate demand, but where do the leads go?

Breaks often happen between:

• Marketing → Sales Development
• Sales → Customer Success

Every lost lead is lost revenue. Clear handoff rules and shared KPIs can prevent this.

4. Customer Churn Is Creeping Up

If you're closing deals but can’t retain customers, RevOps may be too focused on the front end. A strong framework includes post-sale processes, too.

Run a 10-Minute RevOps Health Check

Use these quick questions to audit your Revenue Operations:

• Do all teams agree on the funnel stages?
• Can you track a lead from first touch to closed-won?
• Are your dashboards updated in real time?
• Do sales, marketing, and CS have shared goals?
• Is your tech stack integrated and reliable?

If you said “no” to more than two, your RevOps framework needs work.

Fix It in 30 Minutes: A Step-by-Step Guide

1. Rebuild Alignment With Shared Metrics (10 min)

Sit down with sales, marketing, and customer success leads. Choose 2–3 metrics that define success across the funnel, like SQLs, pipeline velocity, or churn rate.

This creates a unified language and goal across teams.

2. Audit Your Funnel Flow (10 min)

Look at one lead's full journey: from first click to deal to retention. Where did the process slow down or break?

This manual review often exposes your biggest gaps.

3. Consolidate Your Tools and Data (10 min)

Too many CRMs, ad platforms, and tracking tools? That’s a recipe for inconsistent reporting.

Consolidating tech improves data accuracy and visibility. Companies with strong RevOps practices are 38% more likely to have integrated tech stacks, according to research by Forrester and LeanData.

What a Strong RevOps Strategy Looks Like

• Sales, marketing, and CS work from the same dashboards
• Your pipeline is clean and updated in real-time
• Forecasts match actual results within a reasonable margin
• Handoffs between teams are clear and fast
• Customers stay longer and expand over time

RevOps isn’t just a backend function, it’s your revenue engine. A quick audit can show you what’s broken. A clear framework can help you fix it.

This approach helps you spot issues in minutes and take action that supports long-term growth.