The RevOps Audit: A 30-60-90 Day Framework for New Leaders

You've just been hired as the first RevOps lead. The CEO says, "Fix our funnel." Where do you start? You need a framework to avoid getting bogged down in "fixing broken checkboxes" while ignoring the structural leaks.

Days 1-30: The Diagnostic (Listen & Observe)

• Interviews: Talk to the top-performing reps and the most frustrated CSMs. What is actually slowing them down?
• Data Integrity Check: Run a report on "Leads with no source" and "Deals with close dates in the past." This tells you how much the team actually trusts the CRM.
• Process Mapping: Draw the lifecycle on a whiteboard. If it looks like a plate of spaghetti, you have your first project.

Days 31-60: The Foundation (Standardize)

• Pick one "Quick Win": Fix the handoff between Sales and CS, or automate lead routing. Show immediate value.
• Define the Data Dictionary: What does "Qualified" mean? Write it down and get everyone to sign off.
• Tech Stack Audit: Cancel the 3 tools that no one has logged into in 6 months.

Days 61-90: The Strategic Roadmap (Scale)

• Implement Forecasting: Move from gut-feel to dynamic probability.
• Build the Growth Dashboard: Show the board the metrics that actually matter (NRR, CAC Payback, LTV).
• Plan for Scale: Identify the manual tasks that will break if you double your lead volume next year.

A RevOps audit is about finding the truth behind the dashboards. Use these 90 days to become the source of truth for the company.