What is the difference between Sales Operations and Revenue Operations?

RevOps has become a thing and being pitched as something orgs never had in the past. 

Also, I almost never hear anyone talk about SalesOps anymore. 

Is RevOps a modern take on SalesOps bc of new tools available to the business? 

if not, is there a case for both? 
📊 Metrics
💼 Productivity
🔥 Revenue
15
Revenue_Rambo
Politicker
9
Director, Revenue Enablement
SalesOps & Enablement is dead and/or dying. In the past these roles focused narrowly on the sales team. Seeing success in that realm many companies wanted to replicate the programs in other areas of the business (SE, AM, BDR, etc). Now instead of being solely focused on sales, these teams are focusing on all teams that have a hand in revenue.

Thus RevOps & Enablement.

In larger organizations you might see SalesOps under the RevOps umbrella, but thats becoming very rare as RIFs eliminate anything perceived as a redundant role.
HVACexpert
Politicker
2
sales engineer
This is helpful, thank you.
jefe
Arsonist
2
🍁
Really solid breakdown. Thanks!

Living up to your name
oldcloser
Arsonist
1
💀
Thanks, Ramboni. Most helpful.
CuriousFox
WR Officer
1
🦊
Damn this even helped my old ass.
Revenue_Rambo
Politicker
1
Director, Revenue Enablement
So you’re saying you can teach an old fox new tricks 👍
CuriousFox
WR Officer
1
🦊
I learn new shit each day 🦊
Pachacuti
Politicker
6
They call me Daddy, Sales Daddy
You’re seeing more CRO roles than CSO roles out there. The trend is to include all Revenue activities under the same umbrella, not just organic sales activities.

So IMO Rev Ops is simply part of the trend or evolution of Sales to Revenue.
Gasty
Notable Contributor
6
War Room Community Manager
Sales Man > Salesperson > Sales/Business development representative > Revenue architect
I mean, they change the JD a little and call it something new.

Sales is sales.
4
Founding BDR
So true. Been seeing the ‘Sales Consultant’ on LinkedIn a lot lately when they’re a SDR.
oldcloser
Arsonist
1
💀
Who now tend to prefer the term SDS, sales dev specialist. So… yeah.
oldcloser
Arsonist
3
💀
I’m not gonna swing at this, but I’ll add to it. Put Sales Enablement in there too, and someone please define the differences.
Justatitle
Big Shot
2
Account Executive
HR > People OpsMarketing > Demand Gen Sales > ConsultantSales Ops > Revops
All the same shit...
1
Founder
Great question,Grow! The main difference between Sales Operations (SalesOps) and Revenue Operations (RevOps) lies in the scope and alignment of their functions. SalesOps traditionally focuses on the efficiency and effectiveness of a company’s sales team, working on processes, tools, training, and analytics to support sales.
SaaSguy
Tycoon
0
Account Executive
My org has had both.
Sales ops = sales operations. They handled backend/commission, enablement, and campaigns.
Rev ops is broader and encompassed sales ops + marketing ops/event planning
AnchorPoint
Politicker
0
Business Coach
One starts with S the other R
0
Founder and Lead RevOps Consultant
Revops breaks silos between sales, marketing, operations, and customer success.

For example, if an org has a poor product, or terrible service, tacked onto a commodity offer, they’re likely to have high churn.

This puts more pressure on sales and marketing to deliver to make up for fulfillment and support problems.

If you then add in a marketing team that’s poorly integrated with sales, the org can find itself burning cash for marketing to catch attention from the WRONG people, burning more cash for sales people to bend over backwards to get conversions, burning more cash to try to deliver a quality product / service that still manages to turn a profit, then burning even more cash on renewal incentives to keep frustrated customers from churning, then LOSING opportunities downstream when customers tell their friends not to buy.

Then it all gets blamed on sales and we have mass layoffs.

Revops takes a holistic approach to revenue generation, then builds more efficient SOPs, tech stack, training, etc to help organizations get more customers, at higher prices, keep them for longer, and turn them into evangelists.
0
Founder and Lead RevOps Consultant
Another example:

Imagine shitty procedures in a warehouse leading to high shrink — maybe 20% of all your product gets ruined in storage before it ever has a chance to get in people’s hands (this would be catastrophic for most businesses, but just bear with me).

Revops would look at that and say “We don’t need more sales reps. We need better warehouse equipment and procedures. Then we can hit higher profit margins with a leaner team, and possibly invest the savings into scaling ads to generate more inbound leads.”

Revops looks at how revenue flows INTO and OUT OF the business, and it aims to both reduce revenue leaks AND increase revenue generation with a holistic approach.
6

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