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OPS5602 Mastering Revenue Operations and Sales Development

$198.00
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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 expected to scale revenue with systems that weren't built for how humans buy today.

The situation this is built for

You sit at the intersection of data, process, and people. But the tools promise more than they deliver. Sales blames ops for slow pipelines. Ops blames sales for bad inputs. Leadership demands growth, but no one agrees on what 'done' looks like. You're building the plane while flying it — and the landing criteria keep changing.

Who this is for

Head of Revenue Operations, responsible for aligning sales development, CRM integrity, pipeline health, and go-to-market strategy execution

Who this is not for

This is not for sales reps, marketing leads, or executives looking for high-level overviews. It is not for consultants selling frameworks. It is for operators who own the function and must make it work.

What you walk away with

  • Define the current maturity of your revenue operations engine
  • Identify where automation creates friction instead of flow
  • Map the human decisions behind every pipeline metric
  • Align sales development activities to revenue outcomes
  • Build a prioritization roadmap based on operational debt

How this maps to your situation

  • Diagnose the current state of your function
  • Define scope and ownership boundaries
  • Map and measure sales development workflows
  • Build a roadmap for sustainable evolution

Before vs. after

Before
You're reacting to fires, defending data quality, and translating between teams who don't speak the same language.
After
You're leading with clarity, prioritizing what moves revenue, and driving alignment through shared operational truth.

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 at your pace over 12 weeks or accelerated in 4 weeks with focused effort.

If nothing changes
Without a clear assessment, you risk optimizing the wrong processes, scaling broken workflows, and losing influence as others define the function for you.

How this compares to the alternatives

Unlike vendor-led training or generic operations courses, this program focuses exclusively on the decisions, artifacts, and meetings that define revenue operations and sales development work — giving you a diagnostic lens, not a sales pitch.

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. Diagnosing the Current State of Revenue Operations
Establish a baseline for your function by mapping inputs, outputs, and invisible dependencies.
12 chapters in this module
  1. How to audit your current revenue operations structure
  2. Identifying the core stakeholders in revenue operations
  3. Mapping data sources feeding into your CRM system
  4. Assessing the accuracy of lead source attribution today
  5. Evaluating handoff quality between marketing and sales development
  6. Documenting the actual steps in your lead routing process
  7. Measuring the consistency of sales activity logging
  8. Reviewing the reliability of forecasting inputs
  9. Understanding how deal stage definitions are applied
  10. Tracking the frequency of CRM data cleanup efforts
  11. Assessing the impact of data decay on pipeline health
  12. Determining who owns data integrity in practice
Module 2. Defining the Revenue Operations Function Scope
Clarify what your team owns, influences, and must negotiate to control.
12 chapters in this module
  1. Defining the boundaries of revenue operations ownership
  2. Distinguishing between sales ops and revenue ops roles
  3. Establishing accountability for sales development metrics
  4. Clarifying responsibility for CRM data governance
  5. Mapping dependencies on marketing operations teams
  6. Identifying overlap with customer success enablement
  7. Documenting escalation paths for process conflicts
  8. Defining authority over sales territory assignments
  9. Setting expectations for revenue operations in onboarding
  10. Negotiating influence over sales compensation design
  11. Determining involvement in product feedback loops
  12. Creating a decision log for operational trade-offs
Module 3. Mapping the Sales Development Workflow
Break down the real sequence of actions from lead to qualified meeting.
12 chapters in this module
  1. Charting the end-to-end sales development process
  2. Identifying all touchpoints in the lead response flow
  3. Measuring time-to-first-response across lead types
  4. Analyzing the number of touches required to book meetings
  5. Reviewing the content used in initial outreach sequences
  6. Assessing personalization quality in cold email templates
  7. Evaluating the use of social selling in prospecting
  8. Tracking handoff timing from SDR to AE roles
  9. Measuring consistency in meeting qualification criteria
  10. Auditing the tools used in daily SDR workflows
  11. Identifying bottlenecks in follow-up response times
  12. Mapping feedback loops from AEs to SDRs
Module 4. Evaluating CRM as a System of Record
Test whether your CRM reflects reality or just admin burden.
12 chapters in this module
  1. Assessing the completeness of contact records today
  2. Verifying account hierarchy accuracy in CRM entries
  3. Checking deal size consistency across opportunity entries
  4. Reviewing stage progression logic in pipeline records
  5. Auditing the use of custom fields in daily workflows
  6. Measuring adoption of mobile CRM data entry
  7. Evaluating the accuracy of close date predictions
  8. Tracking user compliance with required field entries
  9. Identifying workarounds teams use to bypass CRM
  10. Assessing integration reliability with email platforms
  11. Measuring sync frequency between calendar and CRM
  12. Documenting manual data entry tasks still required
Module 5. Assessing Data Quality and Operational Debt
Quantify the hidden cost of inaccurate or incomplete information.
12 chapters in this module
  1. Calculating the volume of duplicate contact records
  2. Measuring the percentage of incomplete lead profiles
  3. Tracking the rate of contact information decay
  4. Estimating time spent correcting CRM data errors
  5. Identifying fields most frequently left blank
  6. Assessing the impact of bad data on routing logic
  7. Reviewing lead scoring model accuracy over time
  8. Evaluating the reliability of firmographic data points
  9. Measuring consistency in lead source tagging
  10. Auditing data hygiene practices across teams
  11. Estimating revenue at risk due to data gaps
  12. Creating a backlog of data remediation tasks
Module 6. Analyzing Pipeline Integrity and Forecasting Accuracy
Determine whether your pipeline reflects real opportunities or wishful thinking.
12 chapters in this module
  1. Measuring the conversion rate from lead to meeting
  2. Tracking the average number of touches per conversion
  3. Assessing the consistency of opportunity qualification
  4. Reviewing deal stage exit criteria definitions
  5. Auditing the frequency of pipeline refresh activities
  6. Measuring forecast accuracy at the rep level
  7. Identifying patterns in deal slippage behavior
  8. Evaluating the use of probability weights in forecasting
  9. Tracking changes in deal size over time
  10. Assessing the impact of discounting on win rates
  11. Measuring sales cycle length by segment
  12. Documenting exceptions to standard approval workflows
Module 7. Evaluating Automation and Tooling Impact
Determine whether your tech stack reduces or adds effort.
12 chapters in this module
  1. Inventorying all tools used in daily revenue operations
  2. Measuring time saved versus time created by automation
  3. Assessing adoption rates of sales engagement platforms
  4. Reviewing sequence performance by message type
  5. Evaluating the reliability of email tracking data
  6. Auditing integration points between systems
  7. Identifying manual steps that automation missed
  8. Measuring user satisfaction with current tooling
  9. Assessing the complexity of tool configuration
  10. Reviewing security and access controls in place
  11. Tracking incidents of tool failure impacting deals
  12. Documenting shadow IT usage in sales workflows
Module 8. Measuring Sales Development Team Performance
Go beyond activity metrics to assess real contribution to revenue.
12 chapters in this module
  1. Defining success metrics for SDR team output
  2. Measuring meeting show-up rates by source
  3. Tracking conversion from meeting to opportunity
  4. Assessing the quality of discovery call summaries
  5. Evaluating consistency in follow-up timing
  6. Reviewing activity volume versus conversion outcomes
  7. Measuring ramp time for new SDR hires
  8. Assessing coaching session frequency and impact
  9. Tracking territory coverage equity across reps
  10. Evaluating quota attainment distribution
  11. Analyzing performance by outreach channel
  12. Identifying top performers' actual workflows
Module 9. Aligning Incentives and Compensation Plans
Ensure rewards drive the behaviors you need to scale.
12 chapters in this module
  1. Reviewing current SDR compensation structure
  2. Assessing alignment between payout and revenue goals
  3. Measuring the impact of SPIFFs on activity focus
  4. Evaluating ramp period incentives for new hires
  5. Auditing quota allocation fairness across territories
  6. Tracking changes in compensation over time
  7. Assessing the clarity of payout calculation rules
  8. Reviewing clawback policies and their effects
  9. Measuring retention rates by performance tier
  10. Evaluating non-monetary recognition programs
  11. Identifying unintended consequences of incentives
  12. Documenting rep feedback on compensation design
Module 10. Building Cross-Functional Alignment
Create shared understanding between sales, marketing, and product.
12 chapters in this module
  1. Mapping the handoff process from marketing to SDR
  2. Measuring lead quality by campaign source
  3. Assessing feedback loop effectiveness with marketing
  4. Reviewing service level agreements for response time
  5. Evaluating collaboration on ICP definition updates
  6. Tracking joint review meetings with marketing teams
  7. Assessing product team responsiveness to insights
  8. Documenting how competitive feedback is shared
  9. Measuring consistency in messaging across teams
  10. Reviewing quarterly planning alignment rituals
  11. Auditing escalation processes for misalignment
  12. Creating a shared calendar for key revenue events
Module 11. Designing Scalable Processes for Growth
Anticipate bottlenecks before they break your engine.
12 chapters in this module
  1. Projecting SDR capacity at current hiring pace
  2. Modeling pipeline needs for next quarter targets
  3. Assessing territory design scalability
  4. Reviewing lead distribution logic under load
  5. Evaluating onboarding process throughput
  6. Measuring time to full productivity for new reps
  7. Assessing coaching bandwidth at current ratios
  8. Reviewing CRM customization needs for expansion
  9. Planning for international market entry complexity
  10. Anticipating integration needs for new products
  11. Stress testing forecasting models at scale
  12. Documenting process exceptions that don’t scale
Module 12. Creating Your Revenue Operations Roadmap
Turn assessment findings into a prioritized plan for evolution.
12 chapters in this module
  1. Synthesizing findings from all previous modules
  2. Prioritizing gaps based on revenue impact
  3. Identifying quick wins with high leverage
  4. Mapping dependencies between initiatives
  5. Estimating effort required for each change
  6. Defining success criteria for each initiative
  7. Creating a timeline for phased improvements
  8. Assigning ownership for key actions
  9. Building stakeholder alignment on priorities
  10. Designing feedback loops for iteration
  11. Documenting assumptions behind the roadmap
  12. Preparing communication plan for rollout

Frequently asked

Who is this course designed for?
It is designed for Heads of Revenue Operations who own the end-to-end function and need to assess its maturity and plan next steps.
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 the work of revenue operations, not on any particular platform or vendor.
Will I receive templates I can use immediately?
Yes. Each module includes downloadable templates and worked examples you can adapt to your context.
Is there a certificate upon completion?
No. The output is your implementation roadmap, not a credential.
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 at your pace over 12 weeks or accelerated in 4 weeks with focused effort..

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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