Free RevOps Planning Checklist

A free checklist of the questions to ask about your CRM, marketing, sales and customer success, so your revenue teams plan the year together.

What's inside

Questions for every part of your revenue team

1
CRM and dataCRM strategy, training, user access, naming conventions, a shared data dictionary, duplicates, integrations and data you can trust.
2
Marketing operationsGoals and KPIs, the handoff to sales, SLAs, tying campaigns to revenue, forms, UTMs, ad tracking and segmentation.
3
Sales operations and enablementLead quality, playbooks and sequences, territory planning, the sales tech stack, dashboards for 1-1s and where deals drop off.
4
Customer service and successCustomer feedback, onboarding, review meetings, customer tiers, escalation, and metrics like churn, expansion and customer health.

Get the checklist

PDF checklist, 14 pagesRevenue Operations Planning Checklist

CRM data: data management

Have you deduped contact and company records?And is there a regular plan to keep doing it?

Is there a restricted number of people who can import data?

Can you get business insights from your CRM data, and trust them?If yes, decide what you want to know next and work backwards.

Marketing operations: tracking and reporting

Can you tie marketing campaigns back to deals and revenue?

Have you got your UTMs in order?Including links from partner sites, articles and emails.

A sample of the questions. Each part ends with a notes page for your plan.

One revenue team

Four teams, one plan

Each part asks about strategy, training, handoffs and reporting, so the plans line up instead of pulling in different directions.

CRM and dataThe system everyone works from

MarketingBringing in qualified leads

SalesTurning leads into customers

Customer successKeeping and growing customers

Revenue operationsOne plan, shared data, clear handoffs

Why it matters

What changes when revenue teams plan together

Planning team by team

Different goals and KPIsEach team measures success its own way, in its own system.
Customers repeat themselvesThey explain their needs again every time they meet someone new.
Reports that disagreeMarketing, sales and finance each have a different number.

Planning as one team

Shared definitions and SLAsEveryone agrees what a qualified lead is and when it moves on.
Planned handoffsMarketing to sales, and sales to customer success, without gaps.
One source of truthThe CRM holds the data every team reports from.

How to use it

From questions to a plan

Download the PDF

We email you the checklist. It works whether or not you use HubSpot.

Give each team its part

Marketing, sales and customer success answer their own questions and use the notes pages for ideas.

Agree the handoffs

Bring the answers together. The handoffs between teams are where most of the gaps show up.

Tip

Walk in your prospect's shoes. The checklist asks each team to take the same steps a prospect or customer would and write down every question that comes up. It is one of the quickest ways to find friction.

When a checklist isn't enough

Want a team to run it with you?

As your fractional RevOps team, we run HubSpot, Google Ads and the reporting that ties them together, so marketing, sales and customer success work from the same data.

See Fractional RevOps

Questions

Before you download

What is revenue operations?

Running marketing, sales and customer success as one revenue team, with shared goals, shared data and clear handoffs between them.

Do I need HubSpot to use it?

No. Some questions mention HubSpot features, but the checklist applies to any CRM.

Is it only for SaaS businesses?

No. A few metrics, like MRR and churn, are SaaS terms. The checklist asks other businesses to think about their own leading indicators instead.

Is it really free?

Yes. Fill in the form and we email you the PDF.

Free download

Get your copy of the checklist

PDF checklist, 14 pages
CRM, marketing, sales and customer success sections
Notes pages to plan with your team