01 / PROCESS
Different people, different procedures
Important activities are missed, and managers struggle to set consistent expectations.
LeadA lead should have clear entry requirements and enough information for the next person to take the right action.
Sales process analysis & alignment
Your sales process should not depend on who is running it.
We help small and midsize businesses evaluate and improve sales operations, from lead management and CRM information to pipeline reporting and forecasting.
At a glance: We examine how your team manages leads, opportunities, customers, CRM information, and reporting. Then we identify gaps and help establish consistent processes that give leaders better visibility.
The problem
You have a sales team and a CRM. But do you have a reliable sales process?
As a business grows, new employees join, procedures change, and different people develop their own ways of managing opportunities. CRM configurations evolve without a clear plan.
02 / CRM
A system that does not match the work
Pipeline stages are unclear, fields are incomplete, and CRM information does not reflect the sales operation.
03 / FORECAST
Numbers that are hard to defend
Opportunity stages lack consistent criteria, pipeline values do not always reflect reality, and forecasts become difficult.
04 / REPORTING
Reporting that misses the point
Leadership sees activity and revenue numbers but lacks the information to understand conversion, pipeline movement, or the reasons behind results.
05 / HANDOFF
Departments working from different information
Marketing, sales, finance, and customer-facing teams may use different definitions, systems, and procedures.
CRM cost calculator
What CRM data entry costs your sales team.
Set your number of reps, their average salary and the minutes a day you could save. Every number starts from one business hour per rep, per day, entering and maintaining CRM data.
Example: at a $100k average salary, each rep earns $12.5k a year to enter and maintain CRM data, or 6.5 selling weeks. For 10 reps that is $125k and 65 selling weeks a year. Saving 10 minutes a day wins back $20.8k and 10.8 selling weeks.
What we work on
Sales operations & RevOps consulting.
We look at how your organization operates from the first interaction with a potential customer through the sales process and into the customer relationship.
01
Sales process assessment & optimization
Examine existing procedures and identify where processes are unclear, inconsistent, or creating unnecessary work. This can include lead management, qualification criteria, opportunity management, stage definitions, activity requirements, department handoffs, and process documentation.
A process employees and managers can understand and follow.02
CRM assessment & alignment
Evaluate whether CRM structure, fields, workflows, and reporting support the way your organization actually sells. Review record structure, lead and contact management, account and opportunity management, pipeline configuration, data quality, and automation.
A CRM that better reflects the sales operation.03
Pipeline management & governance
Establish clear definitions and expectations for how opportunities enter, move through, and exit each stage. Review stage criteria, opportunity ownership, pipeline reviews, activity expectations, and reporting standards.
Better visibility into the status and quality of opportunities.04
Sales performance analytics
Identify the metrics that matter and evaluate whether reporting explains lead conversion, opportunity conversion, sales cycle, pipeline performance, activity, team performance, and revenue results.
Better information for understanding sales performance.05
Sales forecasting & reporting
Evaluate forecasting processes, pipeline data, reporting definitions, and the information used to support revenue projections. Look beyond the pipeline total to timing, quality, and confidence.
More consistent forecasting practices and clearer visibility.06
Revenue operations alignment
Identify gaps between marketing, sales, customer-facing teams, and finance. Improve the information and processes that connect demand generation, opportunities, customer relationships, and revenue.
Better coordination across the revenue cycle.Who we help
Better sales operations start with better visibility.
01
Business owners & CEOs
Understand how the sales organization is performing and whether reporting supports important decisions.
02
VP of Sales & sales directors
Improve pipeline visibility, sales procedures, forecasting, and performance management.
03
Sales Ops & RevOps leaders
Evaluate processes, CRM structures, data quality, and reporting requirements.
04
Marketing operations
Improve the connection between marketing activity, lead management, and sales outcomes.
05
Finance & executive leadership
Establish more consistent sales information for forecasting, planning, and financial decisions.
Opportunity lifecycle
Every handoff should carry the right information forward.
Sales operations connects each stage with clear expectations and useful information.
01) Lead
Define how a lead enters the process and what information is required.
02) Qualified
Establish criteria for fit, need, timing, and the next action.
03) Opportunity
Set stage definitions, ownership, required information, and review expectations.
04) Customer
Carry forward context and commitments into the customer relationship.
Our approach
We look at how your sales organization actually works.
We do not assume a new CRM, dashboard, or additional software will fix an underlying process problem.
01) Discover
Learn how the sales organization is structured, what systems it uses, and how leads, opportunities, and customers are managed.
02) Analyze
Examine procedures, CRM configuration, pipeline definitions, data quality, and reporting.
03) Identify
Find inconsistencies, bottlenecks, missing information, and opportunities to improve.
04) Align
Develop recommendations for processes, CRM configuration, reporting, and expectations.
05) Implement
Help put agreed improvements into practice and establish procedures for maintaining them.
Illustrative situations
The problems are often bigger than the CRM.
These examples are illustrative scenarios, not claims of completed client engagements.
01
A CRM that was never aligned with the sales process
Employees use the CRM inconsistently, stages lack clear definitions, and reports do not represent actual sales activity.
Review and align
Examine configuration, understand how opportunities are managed, and establish consistent stage definitions and data requirements.
02
Forecasting leadership cannot confidently use
Estimates depend on individual judgment, stages are inconsistent, and pipeline quality is difficult to evaluate.
Strengthen the process
Evaluate opportunity criteria, pipeline definitions, historical performance, and the metrics used to develop forecasts.
03
Marketing and sales are measuring different things
Departments use different definitions of leads, qualification, and conversion, making reporting difficult.
Connect the handoff
Review department handoffs, align definitions, examine CRM data, and establish consistent reporting requirements.
Questions we hear
Frequently asked questions.
Sales operations should support how your organization sells, manages opportunities, and forecasts revenue.
What does a RevOps consultant do?
A Revenue Operations consultant examines the processes, systems, information, and reporting used across revenue-generating functions. The objective is to improve how marketing, sales, and customer-facing operations work together.
What is the difference between Sales Operations and RevOps?
Sales Operations focuses primarily on the systems and processes supporting the sales organization. RevOps takes a broader view, connecting sales with marketing, customer success, and other revenue-related functions.
Does a small business need Revenue Operations?
Not every business needs a dedicated RevOps department. Businesses can still benefit from consistent processes, reliable data, clear reporting, and better coordination between departments.
Can you improve our existing Salesforce or Zoho CRM?
Yes. We can assess existing CRM configuration, data structures, processes, and reporting to identify opportunities for improvement.
How do you improve sales pipeline management?
We examine how opportunities enter the pipeline, how stages are defined, what information is required, and how opportunities are reviewed and managed.
Can better sales operations improve forecasting?
Better pipeline definitions, consistent opportunity information, and reliable historical data can provide a stronger foundation for forecasting.
Do you replace existing sales processes?
Not automatically. We first understand the current process, identify what works and what does not, and recommend changes based on business requirements.
How long does an assessment take?
The timeline depends on the size of the organization, the number of systems involved, and the scope of the review.
Can you help with implementation after the assessment?
Yes. Implementation can be included in the engagement based on the agreed scope and requirements.