Get practical insights on how to build your RevOps framework and best practices to encourage healthy, predictable revenue – all managed on one platform.
John Garvens, Owner and Principal Architect, John Garvens Consulting
January 30, 2026
Key takeaways
I hate to tell you this, but you probably can’t fix your stagnant revenue problem with more sales incentives or a bigger revenue target. You’ll only see consistent, reliable growth when your team members are in sync. That’s where revenue operations, or RevOps, makes all the difference.
RevOps is the alignment, communication, and unified systems that keep all revenue-impacting teams working toward shared revenue goals.
If that definition sounds like a bunch of buzzwords, here’s a simple analogy to make it easier to understand:
Think of RevOps like managing a household: For everything to run smoothly and stay financially healthy, you and your housemates need to agree on how things get done. To make sure everyone gets fed, the bills are paid, and the house stays clean, everyone needs to be on the same page.
That’s what RevOps is all about — the coordination, communication, and accountability that keep your company’s “household” running smoothly every day.
See how Revenue Cloud goes from quote to cash on one platform, giving sales and finance one customer view.
Once you understand the basics of RevOps, it’s time to put the strategy into action. These best practices will form the habits and routines that keep your revenue engine — or your “household” — performing at its best.
It may seem basic, but your first step is to observe. Ask yourself, where am I? Look at your operations, how team members interact, and how internal processes work together to better understand your starting point.
Once you know where you are, you can pick a destination. Ask yourself, where do I want to go? But before settling on a goal, get buy-in from other departments. Remember: RevOps only succeeds when everyone on the team works toward the same goal.
You know where you are, and you know where you want to go. Now you can determine how to get there. You can do this through process optimization and setting expectations for how departments interact — like how quickly an invoice gets processed, how quickly the support team responds to a query, or how quickly sales numbers should be recorded.
Key performance indicators (KPIs) are metrics that track your progress toward your goal. The unified goals and KPIs you choose depend on your business and the types of goals you have, but most fall into one of the following categories:
KPIs should tie directly to the shared goals you established earlier.
Establish a unified, central hub that consolidates company data. Software solutions like Agentforce Revenue Management make this simple by collecting key revenue data — such as quoting, contracting, billing, and forecasting — and uniting it on a single platform that all team members can access. This single source of truth minimizes data discrepancies, reduces manual data entry, and improves sales forecasting. Plus, with quality customer lifecycle mapping, you get a real-time view of the customer journey.
To build a single source of truth, you need a strong, integrated RevOps technology stack. Consider these tools:
Certain frameworks support RevOps best practices. Think of it this way: If best practices are what keep your house organized, in good repair, and operating smoothly, the RevOps framework is the blueprint for the house's engineering and architecture. It’s the structural layout that ensures processes and routines can work effectively.
Here are some things you’ll need to build:
Some of the biggest challenges in RevOps are communication silos. When teams don’t communicate with each other, they can’t solve problems together. But when people interact regularly, they gain insight, context, and clarity, making problem-solving simpler and more effective.
Imagine your marketing department launches a campaign promoting a limited-time discount. Because departments don’t have an easy way to share this information, only a few sales reps know about it. Most find out about the promotion only when prospects ask about the special pricing.
The consequences of this communication breakdown are clear. Sales reps look unprepared, the company seems unprofessional, and prospects lose trust. But with a transparent communication channel, information is openly shared, not guarded. Decisions are documented and accessible. Everyone knows where to go for answers, and there’s a clear path for giving and receiving feedback.
A connected tech stack should be the goal, rather than having tools with overlapping features or tools that don’t integrate with the rest of the stack. When tools are intentionally selected and effectively integrated, information flows smoothly, data syncs instantly, progress is visible in real time, and leaders get a clear view of team performance. Agentforce Revenue Management is built to seamlessly integrate within the Salesforce ecosystem, illustrating how unified systems enable a truly connected revenue engine.
Technology is always evolving, so there's no need to stick with the same tools forever. However, you should be thoughtful and deliberate about the solutions and integrations your organization truly needs. When you focus on the right systems — and remove the unnecessary ones — you create a more efficient ecosystem to support your RevOps goals.
Clear communication and good technology will only get you so far. If your culture doesn’t value cross-functional collaboration, your solutions won’t last. A strong RevOps framework relies on your teams’ willingness to work through problems together.
Create an environment where cross-departmental conversations are normal, and team members feel confident sharing information or asking for help. This begins with leadership. Executive buy-in is nonnegotiable. Leaders must champion the solutions and model the cross-team connections and support they expect others to follow.
Here are a few ways leaders can promote a more collaborative work environment:
With a strong framework in place, your revenue engine has what it needs to scale and adapt over time.
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When your house is built on a solid foundation (your RevOps framework), and everyone living in it understands how to work together (RevOps best practices), your revenue engine will perform well. Sales and marketing will be aligned, teams will move forward together, and data-driven decision-making will become standard.
As you build out your framework and hone best practices, tools that streamline the revenue processes — like Agentforce Revenue Management — can help teams stay aligned and keep your revenue engine running smoothly. With the right structure, strong habits, and technology, your organization can achieve RevOps success.
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Tracking these metrics related to RevOps can help you measure performance and improve your revenue pipeline: customer acquisition cost, customer lifetime value, sales cycle length, revenue growth rate, net revenue retention, and conversion rate.
Sales operations are focused on optimizing the approach, technology, and data for each stage of the sales process — from prospecting to closing a deal. It's a subset of revenue operations, which takes a holistic view of revenue generation that includes coordinating alignment across sales, marketing, customer success, and finance.
RevOps should ensure sales, marketing, customer success, and finance teams have shared goals and clear performance indicators. Consistent communication about initiatives and results is critical. It helps to have a platform or tech stack that unifies data across the customer journey so you can identify trends as well as problem areas.
