RevOps KPIs to help you prioritize your projects

Author

Erik Holmberg
December 03, 2024

What is data analytics in RevOps?

When you google RevOps KPIs you get a bunch of results, but most of them are metrics for monitoring either the performance of the sales team, marketing team or CS team.

You’ll find a list of links in the end of this week newsletter – and I will write about these in a later issue

While these are great to understand how your organization is driving growth and retention, they don’t typically tell you much about how you can prioritize RevOps projects to decrease points of frictions and improve operational efficiency.

 

Process & operation metrics to keep track off

These are some of the metrics I’m currently tracking to prioritize RevOps projects and their potential impact

Sales cycle length to average deal size ratio

Understanding the average sales cycle length is key to producing faithful forecasts. It can also help the reps know how their open deals are tracking in accordance with the trend.

From a RevOps perspective, it can be key to understand if your sales processes should differ depending on different types of customers, such as smaller vs enterprise, and what product or services the customer is buying, if you have multiple.

Analyzing the average cycle length can also help you better understand your actual acquisition costs.

Time spent on manual tasks

This can be hard to track, but if you’ve mapped up your processes it’s easier to get an idea of where larger points of friction might appear. By asking a couple of individuals to track time for a couple of days, you can get a better picture of processes with potentially high impact from improving processes.

Internal software utilization rates

As a RevOps you’re likely overseeing multiple software’s that your organization are using. Understanding the actual usage of these software’s gives you a better understanding of the value you get vs the cost you pay. This will help you understand if some softwares might be unnecessary or in any other way not perceived as useful by your organization.

Tracking this can help you run leaner revenue operations.