Hook
You just joined as Head of RevOps. Your CRO wants the CRM fixed by the end of the quarter.Here's what I'd do in the first 30 days instead (before you touch a single field):Week 1: List every tool
→ Who bought it, who uses it, what it costs
→ Mark the shadow tools: bought by one team, adopted by noone elseWeek 2: Pull 10 closed-won and 10 closed-lost deals
→ Compare what's in Salesforce with what actually happened
→ Count the missing contacts, activities and next stepsWeek 3: Write down the definitions
→ What "qualified" means, in one sentence
→ Entry and exit criteria for every stage
→ Ask 3 reps and 1 manager to read them. If they disagree, you just found your first fixWeek 4: Pick ONE gap
→ Not growing fast enough? Not renewing? Not expanding?
→ Fix the levers for that gap only: tools, process, people (in that order)Then walk into your CRO's office with one page:What's broken. What you fix first. What waits.That's not an excuse for a slow quarter.That's the plan the next three quarters run on.PS: I turned this into a 30-day inheritance tax audit, with the tool inventory sheet and the stage definitions template. Want it? Comment "AUDIT" and I'll send it over.
