RevOps Best Practices for Sales Reps
From Aligning Teams to Accelerating Growth
Why RevOps Matters to Sales Reps Today?
Over the past few years, Revenue Operations (RevOps) has emerged as an essential driver of commercial performance. At its core, RevOps is about aligning marketing, sales, and customer success teams under shared objectives, unified processes, and a single source of data. This alignment helps organisations eliminate silos, streamline workflows, and boost top-line revenue. According to various industry benchmarks, companies achieving strong marketing-sales alignment can see 19% faster growth and 15% higher profits, while 75% of high-growth firms plan to adopt a RevOps model by 2025 (ProperExpression, RevOps Best Practices: The Complete Guide).
From a frontline perspective, many sales professionals are overwhelmed. Research shows that 69% of sales reps feel selling is more challenging than ever, and reps spend just 28% of their week on actual selling, with the rest absorbed by administrative tasks (Salesforce, 2023). RevOps seeks to address this by harmonising the entire revenue cycle—from lead generation through to closing and customer retention—so that Sales Reps can focus on what they do best: winning deals and satisfying customers.
In this article, we explore five RevOps best practices that directly help sales professionals increase their effectiveness. Each practice includes concrete examples and actionable advice—whether or not your organisation has a formal RevOps team. By embracing these principles, Sales Reps can become more data-driven, organised, and successful in their daily activities.
1. Unite Sales, Marketing, and Customer Success for a Single, Cohesive Front
One of the key pillars of RevOps is deep cross-functional alignment—particularly between marketing, sales, and customer success. How does this help Sales Reps? First, when marketing and sales are well aligned, you receive more targeted leads and consistent messaging from the very start. Instead of the classic blame games (“Marketing’s leads are useless” vs “Sales aren’t properly following up”), both sides commit to unified metrics and a collaborative mindset.
Take HubSpot as an example. They introduced a RevOps team to bridge gaps across marketing, sales, and customer success. By using shared dashboards, unified KPIs, and an integrated CRM, HubSpot achieved a 20% lift in lead-to-conversion rates (We Are All Connected, The Impact of RevOps on Sales & Marketing Alignment). Meanwhile, Salesforce adopted a centralised RevOps approach, consolidating data and processes across teams. The result: a 15% rise in revenue, faster sales cycles, and higher win rates.
For day-to-day alignment, setting shared objectives is crucial. Instead of each department chasing siloed metrics, define a handful of KPIs everyone jointly cares about (e.g. revenue growth, MQL-to-close conversion, client retention). Regular catch-ups between marketing and sales ensure lead quality is continuously refined, while integrated systems guarantee that all departments access the same customer records. This eliminates the potential for leads to slip through the cracks or be ‘lost’ in a separate spreadsheet.
Tip for Sales Reps (even without formal RevOps):
Create Pods with shared goals to combine efforts instead of falling in the typical sales <> marketing conflict.
Proactively collaborate with marketing. Organize monthly alignment sessions and give feedback on lead quality and share insights from the field.
Use a solution like Rippletide to track key topics for the marketing team colleagues. Let the AI compile the best insights (objections, persona, market,..) and save a massive amount of time.
2. Keep Your CRM Clean and Reliable: The Bedrock of High Performance
Few things are as demotivating to a sales team as a cluttered, cumbersome CRM. Yet a well-designed CRM—serving as a single source of truth—is the foundation of an effective RevOps environment. If your CRM is disjointed, overstuffed with unnecessary fields, or populated with outdated data, it undermines your entire sales process.
A classic cautionary tale is when management imposes endless mandatory fields in an attempt to capture “useful insights,” without considering the user experience for Reps. In the end, Sales Reps often enter random values just to move on, leading to “garbage data” that nobody can use (RevOps Co-op, Back to Basics: Opportunity Best Practices). True RevOps strategy prioritises usability. It’s better to track fewer key fields—ensuring they’re consistently updated—than to overwhelm your team with extraneous requirements.
Centralising customer information is also essential. For instance, GoSite consolidated multiple marketing and support tools into a single HubSpot CRM instance. During this process, they discovered 20,000 previously unused leads scattered across disconnected databases. By merging, cleaning, and enriching this data, they dramatically expanded their pool of active prospects (HubSpot, Case Study in HubSpot RevOps).
Data quality checks are another hallmark of RevOps best practice. Automating data enrichment (e.g. via ZoomInfo or Cognism) ensures that records remain current, contact details stay valid, and duplication is minimised (Cognism, 8 RevOps Best Practices). From a Sales Rep’s viewpoint, nothing is more frustrating than invalid phone numbers or stale email addresses that kill productivity.
Tip for Sales Reps (even without formal RevOps):-
Make sure you use a qualification framework. It will decide which key information you need to increase your chance of closing and what data to be synchronized with the CRM
Use Rippletide to automate the synchronization of your call data with the CRM. It will ensure a clean reporting. And you’ll also feed AI with clean data so it could be even more accurate. You can also use tools like Dooly or Scratchpad but it is more manual.
3. Use Clear, Actionable Dashboards to Steer Your Sales Performance
RevOps places strong emphasis on data visibility. High-performing organisations often rely on well-crafted, shared dashboards that show real-time metrics—for both the individual rep and senior leadership. The aim is not to police your activity but rather to provide you with a clear compass for prioritising deals and improving conversions.
Effective dashboards answer questions such as:
How am I progressing towards my monthly or quarterly quota?
What is my lead-to-opportunity conversion rate, and where in the funnel am I losing prospects?
Is my pipeline sufficiently robust to reach my revenue goals?
Armed with this knowledge, you can respond proactively. For instance, if you see that your pipeline coverage (i.e. the ratio between total pipeline value and your target) is too low, you know you need to intensify lead generation. Alternatively, if your coverage is high but your win rate is lagging, you might focus on refining your qualification or negotiation approach.
Salesloft’s RevOps team, for example, builds customised, narrative-style dashboards that tell an “analytical story” rather than simply displaying numbers (Salesloft, RevOps Leadership Handbook). Everyone—from marketing to sales and CS—consults the same charts, ensuring a unified understanding of the business. Many RevOps experts recommend focusing on core KPIs like bookings, pipeline creation, conversion rates between funnel stages, average sales cycle, and forecast accuracy. These should cascade from organisation-wide targets down to individual reps (Cognism, 8 RevOps Best Practices).
Tip for Sales Reps (even without formal RevOps):
Identify your key metrics and monitor them weekly. Even a simple spreadsheet tracking new leads, booked meetings, proposals sent, and deals closed provides valuable insights.
Use metrics that are actionable, meaning analyzing them can lead you to actions.
Look at your conversion rates—for example, what percentage of your demos turn into proposals, and how many proposals turn into wins? If you spot a bottleneck, investigate it. Adopting a data-driven mindset helps you course-correct early rather than scrambling at the end of the quarter.
4. Streamline Your Sales Process with Automation and Proactive Pipeline Management
A central obsession of RevOps is operational efficiency—removing friction from the sales process wherever possible. This is typically achieved through standardising sales workflows and automating repetitive tasks, which frees Sales Reps to focus on building relationships and closing deals.
First, a well-structured sales process is key. Many RevOps teams develop a playbook or a simple map of each stage of the buyer’s journey (e.g. Discovery, Demo, Proposal, Negotiation, Closing) with clear entry and exit criteria. This clarifies what a Rep should do at each step and prevents oversights, such as forgetting to ask a budget-related question early on. Standardisation aims to replicate best practices across the organisation without stifling individual creativity.
Next, automation is a powerful lever. For example, inbound lead routing can be entirely automated: rather than having a manager manually assign leads, the system can instantly distribute them based on territory, industry, or a round-robin approach. Similarly, lead scoring powered by AI or advanced algorithms flags “hot” prospects so you know who to call first (Cognism, 8 RevOps Best Practices). Other automations include triggered email follow-ups, auto-generated opportunities in the CRM once a lead meets certain criteria, or notifications if a deal has stayed in a pipeline stage longer than usual.
Salesloft highlights the value of pipeline coverage and “linearity”: they discourage the typical rush to close deals right at the end of the quarter by monitoring signings weekly and encouraging Reps to finalise earlier. This approach smooths out monthly or quarterly peaks and avoids a frantic backlog (Salesloft, RevOps Leadership Handbook). They also integrate intent data, which detects early signs of prospect interest—like multiple visits to your website—so that Reps can act swiftly.
Tip for Sales Reps (even without formal RevOps):
Map every actions you do in your sales cycle (qualification, Linkedin search, presentation creation, follow up email,...) and whenever possible, use the AI or automation features to increase your productivity=
Set up calendar reminders and email templates.
Use Rippletide to send meeting preparation brief and help you with follow up
Use built-in CRM triggers or integrations like Zapier, n8n.io,..
Use Linkedin automation tools like Botdog, PhantomBuster,...
Use Dust to build agents for specific tasks
5. Dynamic Playbooks and Ongoing Training: Keep Improving Your Sales Game
Although processes and technology are critical, it’s the people who ultimately deliver revenue. A mature RevOps strategy therefore invests in continuous sales enablement—updating playbooks, sharing best practices, and running training sessions.
A sales playbook outlines key messages, prospecting tactics, negotiation techniques, and typical objection responses. The difference in a RevOps environment is that this playbook is dynamic, frequently updated based on real-world results. For instance, if conversation intelligence reveals that a particular phrase or pitch significantly boosts your meeting booking rate, you incorporate that into the playbook straight away (ProperExpression, RevOps Best Practices). Meanwhile, insights from customer success can inform sales about features that most delight long-term users, which can be emphasised in new pitches.
Training needn’t always be formal. Many RevOps teams promote peer mentorship: pairing junior Reps with more seasoned ones so they can learn by observing. Role-play sessions, where reps practise different buyer scenarios, are also popular. And cross-department training—such as having a Sales Rep spend a day shadowing the support team—helps each person gain empathy for the rest of the customer journey.
Salesloft underscores how swiftly they react to new intelligence. If they detect an emerging objection or a competitor pivot, the RevOps team works with product experts and top sales performers to craft fresh responses or updated talk tracks. They then organise immediate training so the entire salesforce can adapt. Over time, this fosters an agile, improvement-focused culture.
Tip for Sales Reps (even without formal RevOps):
Use AI coaching tools like Rippletide for day-to-day coaching and recommendations. It will guide your sales reps to achieve better follow ups and call preparations.
Try new AI onboarding and training tools like Solidroad.
Set weekly rituals and retro to understand what could have done been better.
Set Monthly Deal Review to ensure you know why you win and loose deals, find the common patterns and improve the sales playbook.
Embedding a RevOps Mindset : Even on Your Own
RevOps can seem like a grand initiative, but its basic principles can be implemented by any Sales Rep aiming to optimise performance. Let’s recap five key practices and how to apply them today:
Align with Marketing and Other Teams
Encourage shared goals, open feedback, and joint reviews of lead quality.
Suggest monthly catch-ups to discuss pipeline performance.
Use a Clean, Unified CRM
Keep your data current and accurate; highlight ways to streamline CRM workflows.
Remove or automate anything that’s extraneous.
Track Key KPIs Through Dashboards
Identify your top metrics (e.g. conversion rates, forecast vs actual) and monitor them weekly.
Make data-driven adjustments rather than waiting until quarter’s end.
Streamline Processes and Embrace Automation
Follow a clear sales process; automate recurring tasks like follow-ups or lead routing.
Conduct regular pipeline reviews to catch stuck deals or stale leads.
Keep Your Playbook Dynamic and Foster Continuous Learning
Regularly update best practices based on real-world data and customer insights.
Seek (or provide) mentoring, training sessions, and cross-team collaboration.
Even if your organisation has yet to formalise a RevOps function, these approaches will help you sell more efficiently—reducing administrative friction and enabling you to focus on high-value interactions. A data-driven, collaborative, and process-oriented mindset is fast becoming a must-have in modern sales.
As evidence shows, adopting RevOps principles often leads to greater alignment, increased productivity, and ultimately stronger growth (Revenue.io, The Ultimate Guide to RevOps Benchmarks). By internalising these methods, Sales Reps position themselves at the forefront of a transforming industry—able to navigate complex funnels, leverage accurate data, and continuously refine their skills. In other words, think “RevOps” in your daily routines, and watch your pipeline productivity and professional confidence soar.
