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OPS5602 Mastering Revenue Operations and Sales Development

$200.00
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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 making revenue operations work — but you're missing a clear model to assess what's broken, what's working, and what to do next.

The situation this is built for

Revenue operations sits at the intersection of data, process, and human behavior. Without a rigorous way to evaluate maturity, teams default to reacting — patching CRM gaps, overhauling lead routing, or chasing automation — without knowing if those moves address root causes. The pressure to scale revenue quickly often leads to superficial fixes. You need a way to see the real structure beneath the noise, assess your team’s current state with precision, and decide what to build, change, or stop — based on evidence, not instinct.

Who this is for

Head of Revenue Operations in a growth-stage company, accountable for pipeline integrity, sales development efficiency, and cross-functional alignment between marketing, sales, and customer success. You manage systems, processes, and people — but often lack a clear framework to evaluate performance beyond activity metrics.

Who this is not for

Individual contributors focused only on sales execution, managers without cross-functional scope, or leaders looking for plug-and-play software solutions rather than operational diagnostics.

What you walk away with

  • A clear diagnostic model to assess revenue operations maturity
  • Visibility into misalignments between sales development and revenue strategy
  • Tools to audit data quality, handoff integrity, and process adherence
  • A structured progression path for advancing operational rigor
  • Confidence in prioritizing initiatives that move the needle on pipeline velocity

How this maps to your situation

  • Function lacks clear definition and stakeholder alignment
  • Lead flow is inconsistent and poorly tracked
  • Data quality undermines decision making
  • Sales development efforts are misaligned with revenue goals

Before vs. after

Before
You're reacting to fires, juggling conflicting priorities, and lack a clear model to assess what's working and what's broken in your revenue operations function.
After
You have a rigorous diagnostic framework, documented processes, and a clear advancement plan to strengthen pipeline integrity and team effectiveness.

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 consumed incrementally while applying insights to current operations.

If nothing changes
Without a structured way to assess and improve revenue operations, teams remain reactive, data inconsistencies erode trust, and growth initiatives stall due to undiagnosed process failures. The longer you wait, the more manual effort compounds and strategic leverage diminishes.

How this compares to the alternatives

Unlike generic operations courses or vendor-led training, this program focuses exclusively on the diagnostic and decision-making frameworks used by experienced revenue operations leaders to assess and advance their function — without promoting any external tools or platforms.

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 Scope of Revenue Operations
Establish clarity on what revenue operations encompasses, how it differs from adjacent functions, and where ownership begins and ends.
12 chapters in this module
  1. Understanding the core mandate of revenue operations
  2. Distinguishing revenue operations from sales operations
  3. Mapping the boundaries with marketing operations
  4. Identifying shared responsibilities with customer success
  5. Clarifying ownership of data governance policies
  6. Defining the role in executive revenue planning
  7. Assessing organizational reporting structures
  8. Documenting escalation paths for pipeline disputes
  9. Evaluating cross-functional service level agreements
  10. Establishing accountability for forecast accuracy
  11. Reviewing integration points with finance teams
  12. Creating a function charter for stakeholder alignment
Module 2. Auditing the Lead-to-Revenue Workflow
Conduct a comprehensive review of how leads move from initial contact to closed revenue, identifying bottlenecks and handoff failures.
12 chapters in this module
  1. Tracing the complete journey of a new lead
  2. Mapping lead source tagging and attribution logic
  3. Analyzing time-to-first-response benchmarks
  4. Evaluating lead qualification criteria consistency
  5. Reviewing routing rules for geographic alignment
  6. Assessing lead distribution fairness and rotation
  7. Auditing follow-up cadence adherence across reps
  8. Checking for duplicate lead assignments
  9. Validating lead status update frequency
  10. Measuring conversion rates at each funnel stage
  11. Identifying drop-off points in engagement
  12. Documenting exceptions to standard workflow
Module 3. Assessing Data Integrity Across Systems
Evaluate the accuracy, completeness, and consistency of customer and prospect data flowing through CRM and related platforms.
12 chapters in this module
  1. Defining minimum viable contact record standards
  2. Auditing email and phone number completeness
  3. Checking for duplicate contact entries
  4. Validating firmographic data accuracy
  5. Assessing account hierarchy mapping
  6. Reviewing contact role tagging precision
  7. Evaluating lead score calculation logic
  8. Testing data sync reliability between systems
  9. Identifying manual data entry hotspots
  10. Measuring data decay over time
  11. Establishing data ownership rules by stage
  12. Creating audit trails for critical field changes
Module 4. Diagnosing Sales Development Effectiveness
Measure the performance of outbound and inbound prospecting efforts against defined efficiency and conversion benchmarks.
12 chapters in this module
  1. Defining clear SDR role expectations
  2. Measuring daily activity output by rep
  3. Analyzing connection acceptance rates
  4. Tracking meeting set per outbound attempt
  5. Evaluating opportunity conversion from SDR handoff
  6. Assessing average lead-to-meeting cycle time
  7. Reviewing messaging personalization quality
  8. Auditing compliance with outreach frequency caps
  9. Measuring response rate by channel type
  10. Benchmarking performance against team averages
  11. Identifying top performer behavior patterns
  12. Diagnosing root causes of low activity volume
Module 5. Evaluating Technology Stack Integration
Review how well existing tools support revenue operations workflows and where integration gaps create friction.
12 chapters in this module
  1. Listing all active revenue-related software tools
  2. Mapping data flow between CRM and email platform
  3. Testing bi-directional sync reliability
  4. Assessing meeting scheduling integration fidelity
  5. Reviewing call and email tracking coverage
  6. Evaluating automation rule performance
  7. Checking for redundant tool functionality
  8. Identifying manual workarounds in daily use
  9. Measuring system uptime and latency issues
  10. Documenting user-reported pain points
  11. Assessing mobile access and usability
  12. Prioritizing integration debt reduction
Module 6. Establishing Process Standardization
Create consistent, repeatable procedures for common revenue operations tasks to reduce variability and improve scalability.
12 chapters in this module
  1. Documenting standard lead intake procedures
  2. Creating playbooks for lead follow-up sequences
  3. Standardizing call disposition codes
  4. Defining account naming conventions
  5. Establishing data enrichment protocols
  6. Creating escalation templates for lead disputes
  7. Building routing logic documentation
  8. Formalizing handoff checklists to AE teams
  9. Setting response time SLAs by lead tier
  10. Documenting campaign tagging standards
  11. Creating process diagrams for key workflows
  12. Implementing version control for playbooks
Module 7. Designing Forecasting and Pipeline Reviews
Build a reliable forecasting model and review cadence that reflects true pipeline health and conversion likelihood.
12 chapters in this module
  1. Defining stage-by-stage qualification criteria
  2. Mapping forecast categories to deal stages
  3. Establishing deal scoring requirements
  4. Creating pipeline review meeting agendas
  5. Setting attendance expectations for reps
  6. Developing deal inspection checklists
  7. Auditing historical forecast accuracy
  8. Measuring pipeline coverage ratios
  9. Calculating weighted pipeline values
  10. Identifying common deal stall reasons
  11. Reviewing deal progression velocity
  12. Documenting forecast adjustment rationale
Module 8. Optimizing Lead Routing and Distribution
Ensure leads are assigned fairly, quickly, and according to business rules that support both efficiency and equity.
12 chapters in this module
  1. Defining territory alignment logic
  2. Mapping account ownership rules
  3. Setting lead rotation mechanisms
  4. Configuring round-robin distribution rules
  5. Evaluating lead scoring influence on routing
  6. Assessing capacity-based throttling logic
  7. Reviewing time-zone-based assignment rules
  8. Testing routing logic edge cases
  9. Measuring lead response time by assignee
  10. Auditing reassignment frequency and reasons
  11. Balancing workload across team members
  12. Adjusting routing rules based on performance
Module 9. Implementing Performance Measurement
Define and track KPIs that reflect true operational health and contribution to revenue outcomes.
12 chapters in this module
  1. Selecting leading indicators for pipeline growth
  2. Defining lagging metrics for revenue impact
  3. Setting activity targets by role type
  4. Measuring conversion efficiency across stages
  5. Calculating cost per qualified lead
  6. Tracking pipeline velocity by segment
  7. Assessing win rate by source and campaign
  8. Measuring average deal size trends
  9. Evaluating sales cycle length changes
  10. Creating dashboards for operational visibility
  11. Establishing reporting frequency standards
  12. Aligning metrics to executive business goals
Module 10. Building Cross-Functional Alignment
Foster collaboration between revenue operations, sales, marketing, and customer success through structured communication and shared goals.
12 chapters in this module
  1. Scheduling regular revenue strategy syncs
  2. Creating shared definitions for key terms
  3. Aligning on ideal customer profile updates
  4. Reviewing campaign performance together
  5. Co-developing lead handoff criteria
  6. Resolving data ownership conflicts
  7. Collaborating on win-loss analysis reviews
  8. Aligning on churn risk identification
  9. Coordinating expansion revenue plays
  10. Establishing feedback loops from sales reps
  11. Documenting marketing-to-sales handoff SLAs
  12. Measuring cross-team initiative success
Module 11. Planning Organizational Scalability
Anticipate future growth challenges and design operational structures that scale with increasing volume and complexity.
12 chapters in this module
  1. Projecting lead volume growth trends
  2. Assessing current headcount to workload ratio
  3. Identifying automation opportunities
  4. Planning for regional expansion needs
  5. Designing tiered support models
  6. Evaluating specialization readiness
  7. Creating career path frameworks for SDRs
  8. Defining promotion criteria clearly
  9. Assessing manager span of control
  10. Planning for system capacity limits
  11. Budgeting for operational tooling needs
  12. Staging operational changes ahead of growth
Module 12. Advancing Operational Maturity
Use diagnostic insights to create a staged advancement plan that improves rigor, reduces manual effort, and increases strategic impact.
12 chapters in this module
  1. Assessing current operational maturity level
  2. Defining target state for next 12 months
  3. Prioritizing initiatives by effort and impact
  4. Creating implementation timelines for key projects
  5. Identifying quick wins and long-term plays
  6. Securing stakeholder buy-in for changes
  7. Measuring progress using maturity indicators
  8. Adjusting playbooks based on performance data
  9. Institutionalizing learning from post-mortems
  10. Building feedback mechanisms for continuous improvement
  11. Documenting lessons for organizational memory
  12. Reassessing strategy after major business shifts

Frequently asked

Who is this course designed for?
This course is for Heads of Revenue Operations who own pipeline integrity, sales development effectiveness, and cross-functional revenue execution.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Does this course cover specific software tools?
No. The course focuses on operational diagnostics, decision frameworks, and process design — not software implementation or vendor comparisons.
Will I receive templates and practical resources?
Yes. Each module includes downloadable templates and worked examples, plus a hand-built implementation playbook delivered upon enrollment.
Can I apply this while still employed in my current role?
Absolutely. The course is designed to be applied incrementally, with each module offering actionable insights you can implement immediately.
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 consumed incrementally while applying insights to current operations..

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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