Revenue Operations12 min read•January 30, 2026
The RevOps Audit: A 30-60-90 Day Framework for New Leaders
Israel Akinfenwa
Founder, RevOps Brief · United Kingdom
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.