SalesOps vs. RevOps. What is the difference?

As a company grows, it becomes increasingly challenging to keep up with processes, data, and the evolving needs of different teams. The sales team needs reliable support, marketing is generating more leads, customer success is handling a growing number of clients, and above it all, there must be clear oversight and coordination.

At first glance, managing this growth might seem simple. In reality, it requires a lot of work, including managing data, maintaining tools, setting up processes, coordinating between teams, and handling many small details that constantly need attention. This is where concepts like SalesOps and RevOps come in. You may have heard these terms before, but what exactly do they mean and how are they different?

Before we get into the differences, let’s first look at what each concept includes. What does Sales Operations cover, and what role does Revenue Operations play in business management? Both share the same goal. They aim to simplify operations, remove unnecessary obstacles, and make sure teams work efficiently and in alignment. However, each takes a slightly different path to get there.

What is SalesOps?

SalesOps, short for Sales Operations, is the support system that works behind the scenes for the sales team. Its main job is to make sure salespeople have everything they need so they can fully focus on selling.

SalesOps typically handles:

• - Designing and optimizing sales processes
• - Providing accurate and up-to-date data to the sales team
• - Making sure CRM systems and other tools work reliably
• - Setting clear targets, quotas, and customer assignments
• - Onboarding new salespeople and organizing training

With the right SalesOps support, salespeople know what they need to do, spend less time on administrative tasks, and focus on customers.

In recent years, SalesOps has also become more involved in strategic sales management. With strong control over data and processes, SalesOps helps companies plan more effectively, analyze results, and find new growth opportunities.

When SalesOps is properly set up, it quickly shows in the results. Sales team productivity can increase by 20 to 30 %.

What is RevOps

Revenue Operations, or RevOps for short, takes things a step further. While SalesOps focuses mainly on supporting the sales team, RevOps connects the company’s entire revenue organization into one fully integrated system. It does not only manage sales but also includes marketing, customer success, and all the processes that affect the company’s overall revenue.

The goal of RevOps is to ensure that all departments work from the same data, share common goals, and collaborate toward revenue growth. Instead of separate data sources and disconnected teams, RevOps builds one integrated system that allows the company to manage growth more effectively, predictably, and with better control.

In practice, this includes:

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• Shared data and metrics: All departments work with a single version of truth, from marketing and sales to customer success.
• Aligned processes across teams: With automation and clearly defined workflows, leads move smoothly from marketing to sales to customer care without delays or bottlenecks.
• Shared goals and responsibilities: Instead of each team focusing on its own KPIs, the company evaluates the overall impact on revenue growth.
• Real-time data usage: Analytics, forecasting, and customer lifecycle management are based on up-to-date data from all systems.
• Connected technology stack: CRM, marketing platforms, customer service tools, and reporting systems are fully integrated into one ecosystem.

RevOps helps eliminate unnecessary barriers between departments and allows companies to respond more quickly to changes in customer behavior and market conditions.

Companies that successfully implement RevOps often see very tangible results. According to recent data, adopting RevOps can lead to a 10 to 20 percent increase in sales productivity, up to a 30 percent reduction in go-to-market costs, and as much as 36 percent higher revenue growth compared to companies that have not adopted RevOps.

What is the difference between SalesOps and RevOps

Although both concepts focus on efficiency and revenue growth, they apply to different areas of the company and operate at different levels.

Here is a simple summary of how they differ:

In short:

• SalesOps focuses on removing obstacles so salespeople can focus on selling as effectively as possible.
• RevOps ensures that all revenue-generating activities across the company work together as one fully integrated system.

When Does It Make Sense to Implement SalesOps or RevOps?

There is no one-size-fits-all answer as to which option is better. It depends on the size of the company, the complexity of the business model, and the current stage of growth.

When to Start with SalesOps

SalesOps is often the first step that helps companies bring more structure to their sales organization once informal management is no longer enough. Typically, this applies when:

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• The company has a dedicated sales team, but processes are not yet fully defined.
• CRM, reporting, and forecasting need to be streamlined.
• Sales targets, quotas, or customer segmentation are not clearly set.
• Salespeople spend too much time on administrative tasks instead of selling.

SalesOps helps create a solid foundation at this stage, which the company can build on as it continues to grow.

When to Transition to RevOps

RevOps becomes relevant when optimizing sales alone is no longer sufficient and the company needs to align collaboration across all revenue teams. Typically, this applies when:

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• Marketing is generating more leads, and the entire process from first contact to long-term customer care needs to be managed efficiently.
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• Company growth leads to a more complex customer journey with multiple touchpoints across different teams.
• The number of systems and data sources is increasing, and they need to be integrated and aligned.
• More advanced metrics such as revenue retention, lifetime value, CAC, or pipeline velocity are becoming critical.

In these situations, RevOps helps connect all revenue-generating activities into one coordinated system, allowing the company to grow in a controlled way without unnecessary losses or inefficiencies.

Conclusion

Whether you are dealing with SalesOps or RevOps, at its core, it is always about the same thing. The goal is to set clear rules for the company, align teams, and make sure everyone has access to the right information at the right time.

Every company approaches this a little differently, depending on its size, structure, and current situation. In some cases, it makes sense to start by optimizing sales. In others, it is necessary to connect multiple teams and focus on the entire revenue process.

If you are interested in this topic and want to learn from others, share your experiences, or connect with people in the field, join our community at RevOps Space.

RevOps Space is a place for anyone who wants to grow in Revenue Operations. You will find a private Slack community, practical content, and the opportunity to connect with others who are facing similar challenges.

Join the RevOps Space community

Frequently Asked Questions

1. Do I have to start with SalesOps before moving to RevOps?

Not necessarily. Many companies start with SalesOps because they first focus on optimizing sales. However, if you are already dealing with multiple teams from the start, it often makes sense to consider a RevOps approach right away.

2. Is RevOps only for large companies?

Definitely not. RevOps can make sense for smaller companies that want to grow systematically and efficiently. The sooner you start building the right foundation, the easier it will be to scale in the future.

3. Do we need a dedicated RevOps team?

It depends on the size and complexity of your company. In smaller companies, RevOps may be handled by one person or as a part-time role. In larger organizations, it is common to have a dedicated RevOps team that coordinates collaboration across departments.

4. Is RevOps more about tools or people?

Both play a role. Technology and tools enable automation and data integration, but the key is in setting up the right processes and fostering collaboration between people. Without that, tools alone are not enough.