5 Signs Your Revenue Operations Are Holding Back Growth (and How to Fix Them)

Picture this: Your sales reps are bickering over who gets credit for a lead, your forecasting process is as reliable as flipping a coin, and data is scattered across more silos than a cornfield in Iowa. If any of this sounds familiar, you might have a revenue operations (RevOps) problem.

RevOps is the backbone that keeps your sales, marketing, and customer success teams aligned. Without a well-oiled RevOps machine, scaling your SaaS business becomes an uphill battle. In fact, according to Forrester, 89% of businesses are planning to centralize revenue growth responsibilities into one role in the next two years to streamline operations (Salesforce).

Let’s break down the five common issues that indicate the solution you need is improved RevOps. More importantly, let’s talk about how to fix them.

Sign #1: No organized lead assignments

In some industries Salespeople are considered “cowboys” but led assignments should never feel like the Wild West. Without a clear, automated system for lead assignment, chaos is inevitable. Your sales reps are spending more time squabbling over leads than actually converting them. 

How to fix it: Automated lead assignment can increase conversion rates by 30%, according to PwC (PwC).

Implement rules-based lead assignment in your CRM, like HubSpot or Salesforce, to ensure that every lead is directed to the right rep at the right time. When creating your rules take into account important factors like territory, previous accounts ownership and company affiliation to ensure your lead assignments have the best chance at conversion.

Sign #2: Ownership of Accounts is a Tug-of-War

When account ownership isn’t clearly defined, you could be putting your sales team in a confusing (and potentially costly) position. Unclear account ownership leaves space for conflict, leading to productivity loss and morale issues. Not to mention, when commissions are on the line, there may be unseemly liability issues.

How to fix it: Standardizing account ownership and establishing dispute resolution processes is crucial. 

Sales operations teams that standardize processes, including account ownership and dispute resolution, experience significant improvements in operational efficiency. A report from McKinsey highlights that businesses that centralize and standardize key sales operations functions, such as account and territory management, see reductions in inefficiencies by up to 50%, leading to faster decision-making and better alignment across the organization. Implementing clear rules around account ownership not only reduces conflict but also ensures smoother workflows and higher productivity (SalesHood). By establishing clear ownership rules, you avoid internal conflicts and keep your reps focused on selling.

Sign #3: Your Forecasting Looks More Like Guessing

If your revenue forecasts are consistently way off, your RevOps system needs an overhaul. McKinsey notes that high-performing companies focus heavily on using data-driven insights to guide forecasting, making their sales predictions more reliable (McKinsey & Company).

How to fix it: Start with accurate data models in Salesforce. Automating your data collection and modeling processes will help you forecast more reliably, turning guesswork into informed decision-making. Companies that optimize their forecasting processes can reduce forecasting errors by up to 50% (McKinsey & Company).

Sign #4: Data Silos are Slowing You Down

If your marketing, sales, and customer success teams are operating in different systems with no single source of truth, your data is fragmented. This not only slows down your processes but also creates gaps in understanding the customer journey.

How to fix it: Integrate your systems for a single source of truth. According to KPMG, businesses that unify their systems see up to 40% faster growth in revenue (KPMG). By integrating your CRM with marketing automation tools, your teams can work together seamlessly, speeding up decision-making and improving overall performance.

Sign #5: Outdated Sales Processes Are Costing You Deals

Times change and we must change with them. Relying on outdated, manual processes holding your sales team back and hinders their ability to focus on selling in today’s market. McKinsey highlights that companies excelling in sales ops consistently invest in automation, freeing up their reps to spend more time selling (McKinsey & Company).

How to fix it: Modernize your sales operations with automation in your CRM. Whether it's automating follow-ups, creating streamlined workflows or approval processes, automation can increase sales productivity by up to 20%, allowing your team to focus on what they do best—closing deals (Salesforce).

Conclusion:

The key to scaling your organization lies in optimizing your RevOps. From automated lead assignment to data-driven forecasting, making these changes can unlock tremendous growth potential for your SaaS business. At Axiss.io, we specialize in helping businesses like yours make the next right decision when it comes to their growth plans. 

Axiss.io focuses on solving seed, Series A, B, and C SaaS startups' greatest operational challenges. 

Want to learn more? Head over to our website or reach out to schedule a consultation today!