RevOps Red Flags: Is Disconnected Data Damaging Your Pipeline?

Your Revenue Operations (RevOps) team must work more efficiently than ever to deliver a healthy pipeline, provide valuable insights, and hit revenue targets. Unfortunately, the deck may be stacked against you. If any of the following challenges sound familiar, you likely need to change your approach.

This piece looks at sales performance analytics in the context of how sales teams work day to day.

Red flag 1: Poor CRM hygiene is handcuffing your sales team

Your CRM Is a burden, not an asset.

• 80% of RevOps professionals agree that maintaining accurate and clean data on customers and prospects is essential. 
• Yet, only 9% reported high satisfaction with their data quality.

Which is killing seller productivity…

• 52% of sellers spend 5-10 hours a week on manual tasks (like note-taking, updating activities into the CRM, and reporting), and 43% spend 10-20 hours a week on those manual tasks.
• 7 out of 10 sales professionals say note-taking and data entry are their most time-consuming tasks.
• Despite a heavy time investment, just 2% believe their CRM data is highly accurate and consistent.

…Leading to revenue leaks.

• 44% of companies believe they lose more than 10% in annual revenue because of poor-quality CRM data.

Poor CRM hygiene is handcuffing your sales team and causing you to leave money on the table. Your CRM should be a goldmine, not a burden. The best way to get a clean, accurate, and up-to-date CRM? Automated sales activity capture.

Red flag 2: Sales tool fatigue

Too many tools, not enough time

• “Sales teams use an average of 10 tools to close a deal,” according to Salesforce.

Leading to poor adoption and inefficiencies…

• 45% of sales professionals are overwhelmed by the number of tools in their tech stack.
• Over a quarter of sales professionals believe reducing the amount of tools their company uses would increase efficiency, allow more time for selling, and improve data quality.
• More than 9 out of 10 RevOps professionals don’t believe their tech stack is fully utilized.

…Taking AEs away from revenue-generating activities.

• Sellers spend 72% of their time on non-selling activities and only 28% of their time selling. 

Red flag 3: Inaccessible or siloed data

Inaccurate and siloed data makes accurate analysis nearly impossible.

• 89% of RevOps professionals view data analysis as a key skill.
• But, only 8% of RevOps teams would consider their revenue tech stack integrated and optimized. Meaning, their data is disconnected and potentially inaccurate.

However, there is real business value in data investment.

• Businesses that invest in data and analytics report at least an 11% increase in profitability or performance.

Connected data is the key to accurate, actionable insights.

• 83% of RevOps professionals consider it essential to access accurate data in the tools they use regularly. 
• Only  12% of RevOps professionals report being “very satisfied” with their ability to access accurate data in those tools.

Moving from chaos to clarity

The responsibilities of Revenue Operations teams today seem to be ever-growing. The most effective and successful RevOps teams can:

• Identify and understand trends in their data
• Improve sales productivity and participation 
• Pull data-driven insights for leadership teams
• Manage a lean and effective tech stack
• Drive adoption and enablement of tech stack
• Maintain data governance

The good news for RevOps professionals is there is an easier way. Getting a handle on your data is the first step, and it’s actually easier than you realize. AI and automation can help you collect, manage, and liberate your data across your GTM teams, transforming your CRM from a total time suck to a wealth of knowledge. With AI capturing and consolidating data from all your sources, you get accurate data and actionable insights while upleveling your sales team.

Don’t take it from me. Almost 80% of sales professionals recognize the value of AI tools in automating repetitive tasks.