RevOps Maturity Self-Assessment

Purpose: 25 questions across the five pillars that make up a functioning revenue operation. Answer honestly: score based on what's actually true today, not what's on the roadmap, to place your organization on a 4-stage maturity curve and find your single biggest leak.

How to score

For each question, score:

• 0: Not true / doesn't exist
• 1: Exists informally, inconsistently applied
• 2: Exists formally, applied most of the time
• 3: Exists formally, applied consistently, and is measured/reviewed

Pillar 1, Data

1. We have one declared system of record for every core revenue field (no field is "owned" by two systems). ___
2. Our CRM data (contacts, accounts, opportunities) is deduplicated and cleaned on a defined schedule. ___
3. We can trace any dashboard number back to its source records without manual reconciliation. ___
4. New leads/accounts are validated and enriched automatically, not manually. ___
5. We have a documented data governance owner (a person, not "the team"). ___

Pillar 1 subtotal: ___ / 15

Pillar 2, Process

1. Every pipeline stage has written, objective exit criteria (not "rep's judgment"). ___
2. Lead routing (marketing → sales) is automated and rule-based, not manual triage. ___
3. We have a documented, current sales process that new hires are trained on in their first month. ___
4. Deal handoffs (SDR→AE, AE→CS) follow a defined checklist, not tribal knowledge. ___
5. We review and update our sales process at least twice a year based on data, not just intuition. ___

Pillar 2 subtotal: ___ / 15

Pillar 3, Technology

1. Every tool in our stack has a named business owner (see the RevOps Tech Stack Audit Checklist). ___
2. Our core systems (CRM, MAP, billing, CS platform) are integrated with monitored, healthy syncs. ___
3. We've audited our tech stack for redundant tools in the last 12 months. ___
4. Admin access and security review happens on a defined schedule, not reactively. ___
5. Adding or removing a tool from our stack follows a review process, not ad hoc procurement. ___

Pillar 3 subtotal: ___ / 15

Pillar 4, People & Enablement

1. New reps hit full productivity (ramped quota attainment) within a defined, tracked timeframe. ___
2. We have a defined onboarding curriculum, not "shadow a senior rep for two weeks." ___
3. Comp plans are reviewed against the actual behavior they incentivize at least annually. ___
4. Managers run structured deal reviews (not just pipeline list reviews) on a regular cadence. ___
5. We track and coach against a defined set of skill/competency areas, not just quota attainment. ___

Pillar 4 subtotal: ___ / 15

Pillar 5, Forecasting & Reporting

1. We measure forecast accuracy by rep and by category (see the Sales Forecast Accuracy Scorecard), not just at the team level. ___
2. Our forecast roll-up process takes less than a day of manual spreadsheet work. ___
3. Leadership trusts the CRM-generated forecast enough to not need a "shadow" spreadsheet forecast. ___
4. We can answer "which funnel stage is our biggest leak" with data, not opinion. ___
5. Our dashboards are self-serve, reps and managers can answer their own questions without asking RevOps for a custom report. ___

Pillar 5 subtotal: ___ / 15

Total score: ___ / 75

Maturity Stage Bands

Find your biggest leak

• Calculate each pillar's subtotal as a percentage of its max (15 points)
• The pillar with the lowest percentage score is your single biggest leak: fix that pillar before investing further in the others, since a strong Forecasting pillar built on a weak Data pillar will not hold up

Radar snapshot

Next actions by stage

• Stage 1 (Ad Hoc): Start with Data, declare a system of record for your 10 core fields before building any new process or dashboard on top of unreliable data.
• Stage 2 (Defined): Focus on consistency: pick your lowest-scoring pillar and turn one informal practice into a documented, enforced one this quarter.
• Stage 3 (Managed): Focus on measurement, instrument the pillar you can't currently put a number on (usually Forecasting or People).
• Stage 4 (Optimized): Focus on cadence: formalize the review rhythm (quarterly stack audit, monthly hygiene audit, monthly forecast scorecard) so maturity doesn't silently decay.