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Once upon a time, Revenue Operations (RevOps) was an unfamiliar concept for many organizations. Back then, leaders found themselves focused on sales, marketing, and CX as different parts of their go-to-market machine. Not only was their Salesforce org a mess, but due to the lack of collaboration between these teams, there was often a breakdown in communication– and worse, a struggle to identify where revenue was coming from. 

This is where RevOps came into the picture. By integrating their GTM teams, organization’s began to  easily identify and build upon new revenue opportunities.

As the role of RevOps continues to grow and become a critical part of your organization’s GTM teams, it’s important to keep your pulse on the industry. From reading articles, keeping up with annual predictions, and following industry influencers, there’s a multitude of ways to do this effectively. 

But to make your life easier, we’re covering the ultimate list of 2023 RevOps Salesforce statistics to cut the research time and deliver you facts you want to know. Enjoy!

RevOps leads to more revenue and productivity

One of the pillars to success for any organization is to have a solid communication plan in place across your go-to-market team. Without RevOps, you may find your sales, marketing, and CX departments working in silos. But have no fear, the data shows that with RevOps at the center of your strategy, you can increase alignment — which in turn will increase productivity, and growth. The RevOps Salesforce statistics don’t lie… see for yourself:

  • 21% of companies saw increases in alignment and productivity across GTM teams after hiring a RevOps function. (
  • Having a tighter alignment of go-to-market teams, organizations have a 100-200% increase in ROI for their digital marketing initiatives. (Boston Consulting Group)
  • Companies that aligned people, processes, and technology across their sales and marketing teams achieved 36% more revenue growth and up to 28% more profitability. (Forrester)
  • Companies that invest in RevOps report 10-20% increases in sales productivity. (Boston Consulting Group)
  • 13% saw increases in alignment and productivity across GTM teams after hiring a RevOps function. (
  • Because of their RevOps team, 21% of companies saw an improvement in alignment specifically between their sales and marketing teams. (
  • Companies that deployed RevOps grew revenue 3x faster than those that didn’t. (Forrester)
  • A RevOps approach can decrease rep time spent on each sale by up to 4 hours. (Imagine Business Development)
  • By aligning sales and marketing, there can be a 38% increase in sales win rates. (Hubspot)
  • Highly aligned companies grow revenue 58% faster and are 72% more profitable. (LSA Global)
  • Organizations with tightly aligned sales and marketing functions enjoy 36% higher customer retention rates. (Hubspot)
  • Sales and marketing alignment can help your company become 67% better at closing deals. (Hubspot)

salesforce statistics

These RevOps Salesforce statistics show one key fact across the board: In any given scenario, having a revenue operations branch helps drive growth for your organization. Better alignment, more productivity, and an increase in sales – with RevOps at your driver’s seat the possibilities for revving up your revenue engine are endless.

Your GTM team needs RevOps to fill the gaps   

Since a lot of organizations are dealing with those silos amongst their go-to-market teams, the need for a clearly defined RevOps model has become a necessity. With the benefits that come with expanding your RevOps team, organizations have prioritized the growth and overcome some of the pain points across sales, marketing, and customer experience. Check out the numbers:

  • 79% of marketing leads never convert into sales. (HubSpot)
  • 32% of customers will stop doing business with a brand they loved after just one bad experience. (Clari)
  • 61% of B2B marketers send all leads directly to sales, but only 27% of those leads will be qualified. (HubSpot)
  • Only 7% of companies respond to new leads within the first 5 minutes. (Drift
  • 71% of internet leads are wasted due to slow or no responses. (Harvard Business Review)
  • 64% of reps’ time, on average, is spent in non revenue-generating activities, leaving only 35% for functions related to selling. (Forbes)
  • B2B companies’ inability to align sales and marketing teams around the right processes and technologies costs 10% or more of revenue per year. (HubSpot)
  • 61% of purchase decisions now involve four or more people. (Forrester)
  • Sales and marketing alignment can help your company become 67% better at closing deals. (HubSpot)
  • 44% of millennials prefer no sales rep interaction. (Gartner)
  • 84% of respondents agree that sales, marketing and customer success share ownership for revenue growth, but 37% admitted that these functions aren’t as aligned as they should be to maximize revenue. (SBI Growth)

b2b stat

It’s clear that the majority of GTM teams have a gap in their lead generation process. And having a RevOps function is the solution. Think of your RevOps team as the glue that holds GTM teams together, breaks down silos, and proves departmental ROI.  

Now’s the time to invest into your RevOps team

Since almost half of companies aren’t planning to implement a RevOps model in the near future, you can get a leg up on the competition by introducing it as early as possible into your organization. But how do you know if it’s the right time for you to add RevOps? That decision can differ greatly depending on your organization, but some of the most recent RevOps Salesforce statistics have shown:

  • 60.2% of companies have a formally defined Revenue Operations function. That’s a 7% increase in comparison to last year’s results. (Sonar)
  • A large percentage of organizations – 37% – introduce their RevOps function at the $5 – $25 million in annual recurring revenue (ARR) range, as the benefit of RevOps becomes apparent after hitting that $5 million benchpoint. (
  • 26% of central RevOps teams report directly to the company’s CRO. (Forbes)
  • 11% of companies plan to introduce RevOps within the next year. (

revops stats

Additional RevOps statistics show that these roles are growing, alongside their infamous counterpart, the CRO:

  • A 33% increase in Chief Revenue Officer roles
  • VP, Revenue Operations has increased 21%
  • Director, Revenue Operations has seen a 73% uptick in open roles

This rise in RevOps leadership hiring indicates that the need for more administrative roles will shortly follow. The key takeaway from these RevOps Salesforce statistics is that businesses are quickly realizing the value of their RevOps teams. In order to remain competitive, it’s important for organizations to formally define their Revops function and hire top talent before other companies do. 

RevOps teams are managing a high velocity of change within Salesforce

For your RevOps model to be successful, you’re going to need the right tools to get full visibility into your Salesforce org. Sonar’s 2022 Ops Outlook Survey shows there’s a desperate need in this department as many RevOps leaders are stuck dedicating long hours to manual work and often making big changes blindly.

  • 36.5% of respondents said they scope dependencies in their CRM manually, object by object. (Sonar)
  • 30.8% of respondents said they do it by memory. That means 67.3% don’t have an efficient, confident way to make changes in their org. (Sonar)

Having your team do manual work vs strategic projects should always be avoided. When overwhelmed by a lot of little projects, Admins can quickly look towards shortcuts to catch up, which can lead to errors or more tech debt within your organization

  • 9.5% of respondents find themselves fixing something in their CRM daily. (Sonar)
  • 20% of respondents say they fix things 2-4 times a week. (Sonar)

In short, nearly a third of respondents are fixing something in their CRM multiple times a week.

When it comes to pay, RevOps professionals overall are satisfied  with their compensation

Wizard of Ops, the leading sales and revenue operations-focused community recently conducted an industry survey to determine leading Ops compensation statistics for 2023. The survey results highlighted salary standards, expectations and key factors contributing to career satisfaction within Ops roles. A few key stats include:

  • More than half of respondents (51.9%) were either satisfied or very satisfied with their salary. (WizOps)
  • SF admins (56%) & Marketing ops (55%) feel most satisfied with comp, Business ops (57%) feels least satisfied. (WizOps)
  • Leadership feels most satisfied while entry level roles are least satisfied.(WizOps)

In fact, the survey also indicated that compensation is very low on the list of reasons Ops employees leave a job. The results show:

  • Most Ops employees leave due to a poor work environment (27.67%) or new career challenges (24.31%). 
  • Only 12% of Ops professionals leave a role due to compensation alone. 
  • Downsizing was the primary cause for job change in people over 40, accounting for 25% of 40-49 compared to the overall average of 12%. 
  • Career progression and work environment outranked compensation across every age range.

Change Intelligence can fuel your RevOps team’s success

The good news is, when using Sonar, respondents reported saving an average of 8.5 hours a month, which breaks down to about two hours a week, or 102 hours for the year. When it comes to RevOps, time is money and with a clear view of your SF org and broader tech stack, your go-to-market teams can optimize these processes faster. And better processes mean your marketing, sales, and CX teams can turn more leads into revenue. 

Whether you’re one of the organizations who saw the need for RevOps early on and are now an expert at aligning your go-to-market teams, or you’re new to the entire concept of the RevOps model, the data is clear: RevOps is here to stay. And with the right strategies, tech and processes, you’ll be revving up your RevOps in no time. 

Curious as to how Sonar can help you on your RevOps journey? Try it free today.

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Article updated: January 2023