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OPS5602 Mastering Revenue Operations and Sales Development

$199.00
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The Executive Diagnostic and Governance Toolkit

Mastering Revenue Operations and Sales Development

Score your own function red, amber or green, find out which part is weakest, and walk into the next budget round able to defend what you want to fix. Built for leaders reviewing Revenue operations and sales development.

$199 one-time
30-day money-back guarantee Verified against latest insights, updated access provided within 24h

Each order is checked and updated against the latest insights before delivery. That is why access takes up to 24 hours rather than being instant.

What you walk out with
A scored, ranked picture of your own function, and a defensible answer to what to fix first.
1 You stop guessing where you stand.
You finish with a score, not an opinion: every part of your function rated red, amber or green, with the weakest ranked first. Evidence: a Quick Scan for the shape of it, then seven domain assessments of 30 scored questions each, 210 in all, rolled into one scorecard, plus a maturity radar and a current-versus-target gap analysis.
2 You can defend the decision.
You walk into the budget round with the gap named, the owner named and done defined, instead of a case built on instinct. Evidence: project charter, scope statement, RACI, requirements traceability and work breakdown structure, pre-filled in your domain's language.
3 The work actually moves.
The month after the decision is already built, so nothing stalls waiting for someone to design a form. Evidence: more than 60 project templates across all five PMBOK process groups, plus runbooks, SOPs, a KPI framework, audit checklists and a risk matrix. 55 to 65 files in total.
4 You use it the day it lands.
No blank templates to interpret. Every workbook opens with what it is, who uses it, when, how, a 1 to 5 scoring guide, what good looks like, and a worked example you delete and type over.
The Quick Scan is one sitting. You will know your weakest area before the day is out.
Nothing in it is generic project management: the build rejects any file that could belong to another course. Updated after you enrol, so it reflects where the work stands now. The 144-chapter course is included behind it, for the parts you want to go deeper on.
You’re responsible for revenue outcomes, but your systems don’t reflect how selling really happens.

The situation this is built for

Data lives in silos. Forecasting feels like theater. Sales leaders argue over definitions. Marketing blames sales. Sales blames marketing. The board asks for clarity you can’t deliver. You built the process, but now it’s breaking under growth pressure, hiring churn, and tool sprawl. You need a way to assess what’s working, what’s not, and where to focus next without relying on consultants or new platforms.

Who this is for

Head of Revenue Operations leading a team responsible for pipeline integrity, forecasting accuracy, sales efficiency, and cross-functional alignment across marketing, sales, and customer success.

Who this is not for

Individual contributors without cross-functional influence, sales reps focused only on quota, or leaders looking for vendor recommendations or software implementation guides.

What you walk away with

  • Align leadership on a shared revenue operating model
  • Diagnose pipeline leakage at the process level
  • Standardize forecasting workflows across teams
  • Design measurable handoffs between functions
  • Build audit-ready revenue operations frameworks

How this maps to your situation

  • Assess current state of pipeline governance
  • Diagnose forecasting reliability issues
  • Improve handoff effectiveness between teams
  • Strengthen data-driven decision systems

Before vs. after

Before
Fragmented systems, inconsistent definitions, reactive decision-making, and growing skepticism from leadership about forecast accuracy.
After
A documented, auditable revenue operating model with aligned leadership, reliable forecasting, and clear accountability across functions.

What's included with your purchase

  • 12 modules with 12 chapters each (144 chapters)
  • Downloadable templates and worked examples for every module
  • Hand-built implementation playbook delivered alongside course access
  • 30-day money-back guarantee

Delivery and format

  • Course and learning environment access provisioned within 24 hours of purchase
  • Hand-built implementation playbook delivered alongside course access

Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access.

Time investment: Approximately 3 hours per module, designed to be completed alongside regular work over 12 weeks, with optional deep dives into templates and assessments.

If nothing changes
Without a structured assessment, minor data inconsistencies grow into systemic forecasting errors, leading to misaligned hiring, flawed compensation decisions, and loss of credibility with executives who demand clarity on revenue performance.

How this compares to the alternatives

Consultants charge $250K+ for assessments that become outdated quickly. Off-the-shelf courses teach generic frameworks. This course delivers a tailored, actionable diagnostic process grounded in real revenue operations work, not theory.

Also included: the full course, for when you want the reasoning behind a finding (12 modules, 144 chapters)

Depth reference. The diagnostic and the templates stand on their own; this is what to read when you want the reasoning behind a finding.

Module 1. Defining the Revenue Operating Model
Establish the core structure and boundaries of the revenue function, clarifying ownership, decision rights, and system of record designations.
12 chapters in this module
  1. Mapping the end-to-end revenue workflow
  2. Identifying system of record responsibilities
  3. Defining handoff criteria between teams
  4. Documenting decision rights for pricing
  5. Setting escalation paths for deal conflicts
  6. Aligning leadership on model scope
  7. Classifying revenue-critical data fields
  8. Establishing naming conventions for consistency
  9. Creating a single source of truth policy
  10. Integrating feedback from sales leaders
  11. Validating model completeness with legal
  12. Publishing the operating model charter
Module 2. Assessing Pipeline Integrity
Evaluate the quality, consistency, and traceability of pipeline data across stages, sources, and forecasting periods.
12 chapters in this module
  1. Auditing lead source categorization accuracy
  2. Measuring stage progression compliance rates
  3. Tracking deal age by sales cycle phase
  4. Calculating conversion rates by cohort
  5. Validating opportunity size estimation
  6. Reviewing stage exit criteria adherence
  7. Identifying ghost opportunities in CRM
  8. Benchmarking pipeline coverage ratios
  9. Detecting manual overrides in forecasting
  10. Assessing lead routing rule effectiveness
  11. Measuring time in stage by rep type
  12. Diagnosing funnel compression patterns
Module 3. Standardizing Forecasting Workflows
Build repeatable, transparent forecasting processes that reduce variance and increase board confidence.
12 chapters in this module
  1. Defining forecast categories and use cases
  2. Setting forecast submission deadlines
  3. Designing weighted probability models
  4. Documenting deal scoring criteria
  5. Establishing forecast review meeting rhythm
  6. Training managers on consistency checks
  7. Building forecast accuracy dashboards
  8. Tracking forecast vs actuals monthly
  9. Creating exception reporting protocols
  10. Validating deal health with call logs
  11. Incorporating win-loss insights
  12. Archiving historical forecast versions
Module 4. Measuring Sales Development Performance
Evaluate the effectiveness of outbound and inbound development teams using outcome-based metrics and activity benchmarks.
12 chapters in this module
  1. Calculating lead-to-meeting conversion rates
  2. Tracking SDR quota attainment trends
  3. Measuring activity volume per role
  4. Assessing lead response time SLAs
  5. Auditing lead qualification consistency
  6. Benchmarking email open and reply rates
  7. Reviewing call attempt compliance
  8. Measuring handoff success to AEs
  9. Analyzing lead distribution fairness
  10. Tracking SDR ramp time to productivity
  11. Evaluating sourcing channel ROI
  12. Identifying coaching opportunities from data
Module 5. Evaluating Cross-Functional Handoffs
Diagnose friction points between marketing, sales, and customer success using time, quality, and feedback metrics.
12 chapters in this module
  1. Measuring lead acceptance rate by campaign
  2. Tracking time from MQL to first contact
  3. Assessing lead information completeness
  4. Reviewing SDR feedback on lead quality
  5. Calculating marketing sourced revenue
  6. Mapping customer handoff documentation
  7. Auditing onboarding data transfer accuracy
  8. Measuring CSAT after handoff
  9. Identifying reassignment frequency
  10. Analyzing churn after team transition
  11. Evaluating SLA compliance across teams
  12. Creating shared accountability metrics
Module 6. Optimizing Territory and Quota Design
Ensure fair, data-driven allocation of accounts and revenue targets to maximize motivation and coverage.
12 chapters in this module
  1. Defining territory alignment principles
  2. Classifying accounts by segment type
  3. Calculating addressable market per rep
  4. Balancing workload across teams
  5. Setting quota based on capacity
  6. Adjusting for market potential
  7. Validating territory overlap rules
  8. Documenting exception processes
  9. Measuring attainment distribution
  10. Reviewing rep ramp timelines
  11. Assessing turnover by territory
  12. Updating design after major shifts
Module 7. Auditing CRM Data Hygiene
Ensure reliability of reporting and forecasting through systematic data completeness and accuracy checks.
12 chapters in this module
  1. Checking required field population rates
  2. Validating opportunity naming standards
  3. Measuring account-duplicate frequency
  4. Auditing close date updates over time
  5. Tracking owner assignment lag
  6. Reviewing contact role completeness
  7. Assessing deal size classification
  8. Monitoring stage change frequency
  9. Detecting manual forecast overrides
  10. Enforcing data entry SLAs
  11. Measuring admin correction volume
  12. Reporting on data health scores
Module 8. Building Revenue Reporting Systems
Design dashboards and reports that provide actionable insights without clutter or misinterpretation.
12 chapters in this module
  1. Defining executive reporting requirements
  2. Selecting KPIs for leadership review
  3. Designing pipeline health scorecards
  4. Building forecast accuracy trackers
  5. Creating rep performance scorecards
  6. Standardizing dashboard terminology
  7. Validating report data sources
  8. Setting refresh frequency rules
  9. Testing report usability with managers
  10. Documenting report ownership
  11. Archiving deprecated reports
  12. Training stakeholders on interpretation
Module 9. Implementing Change Management Protocols
Drive adoption of new processes and systems through structured communication and feedback loops.
12 chapters in this module
  1. Mapping stakeholders by influence
  2. Creating communication playbooks
  3. Designing role-specific training plans
  4. Running pilot groups for new workflows
  5. Collecting feedback through surveys
  6. Tracking adoption via usage metrics
  7. Identifying change champions
  8. Documenting process exceptions
  9. Measuring error rate reduction
  10. Updating playbooks after rollout
  11. Conducting post-implementation reviews
  12. Celebrating early wins publicly
Module 10. Designing Compensation Plans
Align incentive structures with business goals and revenue model sustainability.
12 chapters in this module
  1. Defining on-target earnings structure
  2. Setting quota credit rules
  3. Designing accelerators and caps
  4. Aligning comp with product mix
  5. Calculating payout processing time
  6. Testing plan affordability
  7. Communicating plan changes clearly
  8. Auditing historical payout accuracy
  9. Measuring plan motivation effect
  10. Reviewing rep satisfaction scores
  11. Evaluating plan cost per dollar earned
  12. Updating plan with market shifts
Module 11. Managing Revenue Technology Stack
Ensure tools serve people and processes, not the reverse, through governance and integration standards.
12 chapters in this module
  1. Inventorying current technology stack
  2. Mapping tool usage across teams
  3. Assessing integration health status
  4. Defining data ownership per system
  5. Setting user permission standards
  6. Auditing license utilization rates
  7. Measuring tool adoption by role
  8. Evaluating vendor SLA compliance
  9. Creating change request workflows
  10. Documenting integration architecture
  11. Planning for sunsetting legacy tools
  12. Aligning stack with operating model
Module 12. Sustaining Continuous Improvement
Embed regular review cycles and feedback mechanisms to keep the revenue function adaptive and resilient.
12 chapters in this module
  1. Scheduling quarterly business reviews
  2. Setting KPI review cadence
  3. Creating improvement backlog
  4. Tracking initiative completion rate
  5. Measuring process efficiency gains
  6. Reviewing team feedback trends
  7. Benchmarking against industry norms
  8. Updating operating model annually
  9. Conducting root cause analysis
  10. Publishing improvement metrics
  11. Aligning roadmap with company goals
  12. Celebrating process milestones

Frequently asked

Who is this course designed for?
Heads of Revenue Operations responsible for pipeline governance, forecasting accuracy, and cross-functional alignment across sales, marketing, and customer success.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Does this course include software recommendations?
No. The course focuses on process, decision frameworks, and organizational design, not vendor tools or technology implementation.
Will I receive templates?
Yes. Every module includes downloadable templates and worked examples to apply directly to your environment.
Is there a money-back guarantee?
Yes. We offer a 30-day money-back guarantee if the course does not meet your expectations.
What formats do the templates come in?
The implementation playbook downloads as PDF and editable XLSX. The course reads in your learning environment and exports to PDF for offline use. The files are yours to keep.
Can I share this with my team?
The licence is per person. Team pricing opens from three seats: reply to the order confirmation with TEAM and we will set it up.
How quickly can I start?
The diagnostic is one sitting and the templates work straight out of the kit. Account access takes up to 24 hours rather than being instant, because every order is checked and updated against the latest sources before it is delivered.
$199 one-time. Approximately 3 hours per module, designed to be completed alongside regular work over 12 weeks, with optional deep dives into templates and assessments..

Within 24 hours your account in the learning environment is provisioned and the tailored implementation playbook is delivered alongside it.

30-day money-back guarantee·Know your weakest area today·210 scored questions·Course included· Account access within 24 hours
30-day money-back guarantee, no questions asked.
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