What is Sales Ops vs RevOps?
Sales ops focuses on sales team efficiency. RevOps aligns sales, marketing, and customer success operations under one umbrella.
Definition
Sales Operations (Sales Ops) is the function that supports the sales team with process optimization, territory planning, compensation design, CRM administration, and analytics. Revenue Operations (RevOps) is the evolution of Sales Ops that extends the same operational discipline across the entire revenue engine: sales, marketing, and customer success. RevOps breaks down silos between these teams by unifying data, processes, and technology under a single operational leader.
Why It Matters
Companies with siloed sales, marketing, and customer success operations end up with inconsistent data, misaligned handoffs, and blind spots in the customer journey. RevOps addresses this by creating a single source of truth across all revenue-generating functions. Forrester research shows companies with aligned revenue operations grow 12-15% faster than those with siloed ops functions.
Example
In a Sales Ops model, the sales ops team manages Salesforce, while marketing ops manages HubSpot, and CS ops manages Gainsight. Each team has its own data, definitions, and reporting. In a RevOps model, one team manages all three systems with unified definitions (what counts as an MQL, SQL, and customer), shared dashboards, and end-to-end pipeline visibility.