7 RevOps Best Practices to Align Teams, Streamline Tools, and Drive Revenue

In today’s fast-paced business world, aligning your marketing, sales, and customer success teams isn’t just a nice-to-have—it’s essential. But let’s face it: As the day-to-day chaos takes over, responsibilities slip through the cracks. Before you know it, your operations are disjointed, and scaling feels out of reach.

That’s where Big Leap’s Revenue Operations (RevOps) service comes in. RevOps integrates marketing, sales, and customer success teams to optimize the customer journey and maximize revenue. 

Think of it as a strategic cleanup—RevOps unifies your departments, streamlines processes, and paves the way for predictable, scalable revenue growth.

As Big Leap’s VP of Revenue, Zachary Haycock, puts it:

“At a high level, our goal in supporting our clients’ RevOps strategy is to align people, processes, and the customer journey. But it’s not just about alignment—it’s about driving efficiency, creating transparency, and enabling smarter, data-driven decisions. By consolidating tech stacks and building automated workflows, we help remove guesswork, reduce manual effort, and create the kind of visibility that keeps everyone accountable. The outcome: sustainable, scalable revenue growth.”

Let’s help you get there with seven RevOps best practices that drive real results. But first, let’s talk about the benefits—what’s in it for you?

What’s In It for You: The Real Benefits of RevOps

With the right RevOps strategy, you can transform how your business grows:

• Scalable efficiency: Aligning teams and automating workflows reduces manual work and boosts output.
  
• Stronger customer experiences: A seamless journey drives retention, satisfaction, and referrals.
• Smarter decisions: Unified data and real-time dashboards power faster, insight-driven actions.
  Tighter tech alignment: Integrated tools keep everyone on the same page and moving in sync.

Making It Work: 7 Best Practices for Building a Scalable RevOps Strategy

Hubspot’s State of RevOps Report refers to RevOps as the inner ring of a flywheel: 

“Revenue Operations is the inner ring of that flywheel, reducing friction and providing the lubrication to make sure the three big areas of your business—sales, marketing, and service—are moving smoothly, accelerating your growth flywheel and letting nothing stand in your way.”

So, what exactly are the key components of a quality RevOps strategy that assure nothing stands in your way? 

We have seven tried-and-true best practices. 

1. Start with Aligned Goals and Shared KPIs

RevOps isn’t just about automation or the latest tools (it’s not a plug-and-play solution); it’s about alignment. Success requires coordinated effort across teams, disciplined processes, and a continuous improvement mindset. What you have in the end is a unified system where all revenue-generating teams operate in sync toward common goals.

Therefore, establishing unified objectives across all departments is foundational. Get your marketing, sales, and customer success teams to align on goals and KPIs. This ensures RevOps efforts are synergistic rather than siloed.

Research shows that companies leveraging a unified process, or RevOps, for goal setting are growing faster than their peers. 

Utilizing tools like HubSpot’s custom dashboards further supports this alignment. It gives all team members real-time visibility into performance metrics, fostering transparency and accountability.

2. Map the Customer Journey Collaboratively

Understanding the customer journey from initial contact to post-sale support is vital. By involving all teams in mapping this journey, businesses can identify friction points and streamline transitions between departments. 

This collaborative approach creates a seamless customer experience. Let’s not forget, the stakes are high: 75% of customers expect consistent experiences across departments, yet 54% say sales, service, and marketing teams don’t share information, leading to disconnected, frustrating interactions.

Aligning your teams through RevOps isn’t just a nice operational fix; it’s a customer expectation.

3. Centralize Your Tech Stack

A fragmented tech stack can lead to data silos and inefficiencies. It’s like trying to funnel revenue through a colander—chaotic, leaky, and far from efficient.

Centralizing tools and platforms ensures all teams have access to consistent and accurate data. 

Platforms like HubSpot can serve as a single source of truth, integrating CRM, automation, and reporting functionalities. 

For example, those who have leveraged Hubspot’s platform to unify customer data report: 

• 133% increase in inbound leads
• 82% increase in lead generation
• 76% increase in win rate
• 35% more deals closed

4. Make Friends with a Hubspot Gold Partner

Big Leap is a Hubspot Gold Partner, which means exclusive access to tools and resources that elevate your RevOps game. Additional advantages of partnering with a Hubspot Gold Partner include: 

• Waived onboarding fees: Save up to $6,000 and free up budget for growth.
• Custom onboarding & implementation: Enjoy smoother rollout and faster adoption.
• Advanced insights: Stay ahead with exclusive features and strategies.
• Exclusive co-marketing: Access premium content, tools, and events.

5. Implement Automation with Precision

Focus on streamlining repetitive tasks like lead scoring, follow-up emails, and handoff alerts so your teams can focus on high-value, human-first interactions.

But here’s the key: Automation should support your strategy, not dictate it. When it’s over-engineered or left unchecked, it can create rigid, impersonal experiences that turn prospects away. Ultimately, people, not robots, should own the customer narrative.

6. Practice Data Hygiene 

Clean, consistent data is critical for accurate reporting and effective marketing. Without it, insights are unreliable and automation becomes messy. 

For example, when companies store a contact’s first and last name in the same field, it limits personalization and complicates segmentation, ultimately undermining both reporting accuracy and campaign performance.

Establish standardized data entry protocols and enforce field-level consistency within your CRM. Set processes to keep your data clean, as HubSpot is a bit fickle with data validation.

7. Create a Feedback Loop Between Teams

Regular communication between departments fosters continuous improvement. Weekly syncs and structured reporting can help teams share insights, address challenges, and adapt strategies in real-time. 

For instance, feedback from the sales team can inform marketing campaigns, ensuring they target the right audience with the right message. When sales and marketing are aligned, you’re able to convert more qualified leads and maintain momentum across all departments.

8. Audit, Optimize, Repeat

Think of audits as your RevOps pit stops; quick tune-ups that keep your revenue engine running at full throttle.

RevOps is not a set-it-and-forget-it strategy. Regular audits of processes and tools are necessary to identify areas for improvement. 

By tying optimizations back to revenue metrics, businesses can ensure that changes have a tangible impact on growth. At Big Leap, we emphasize a data-led approach, continually refining strategies based on performance data.

Real Results: What RevOps Success Looks Like

You don’t have to implement these best practices alone. Partnering with a proven RevOps agency like Big Leap can accelerate your success by helping you untangle messy systems and align every part of your revenue engine.

Tactic Streamlines MRR Strategy 

Take software company Tactic, for example. They came to us after struggling with another provider to accurately track their subscription-based MRR, including key metrics like upgrades, downgrades, renewals, and churn.

By combining smart automation with collaborative, cross-team processes, we helped Tactic build a reliable, streamlined system for tracking MRR. The result? Real-time visibility, cleaner reporting, and confidence in their revenue data.

As they put it:

“This is honestly…AMAZING! This is exactly what I wanted, and you delivered exactly what I asked for!”

This is the kind of clarity and efficiency that RevOps, done right, can deliver.

MedShift Surpasses Budgeted Revenue Goal

After months of falling short, medical technology manufacturer MedShift finally hit a major milestone—surpassing its budgeted revenue goal for the first time all year. The turning point? A shift in strategy and a partnership with Big Leap.

“I just really want to thank you guys—your initial campaigns and work and everything. This is the first month this year that we’ve actually just passed our budgeted number for our store. It happened today. So I think a lot of that, and the fact that we shifted from just sales calling out to the work we’re doing with you guys, is having a massive impact.”

By moving beyond traditional outbound sales and aligning revenue efforts across marketing and operations, MedShift unlocked measurable, meaningful growth.

Get Started with RevOps the Right Way

RevOps is not just for large enterprises; it’s essential for any growing business aiming for sustainable revenue growth. 

But before you launch new campaigns or expand your tech stack, building a solid foundation is critical. That means aligning your teams, streamlining your systems, and ensuring your CRM is clean, accurate, and reliable. With the right setup, you’ll gain the visibility and insight needed to scale smarter.

Curious what that could look like for your team? Schedule a strategy call to explore what we can achieve for you.