HubSpot RevOps study plan

Write a one-sentence definition of revenue operations, then rewrite it a second time using only language a non-revenue executive would understand

Contrast RevOps with marketing ops, sales ops, and customer success ops by listing where each owns the data, the tooling, and the targets

Diagram the flywheel (attract, engage, delight) next to the funnel and mark three places where handoff friction costs revenue

Identify the cross-functional data, process, and technology responsibilities that a RevOps function absorbs, and note which team currently owns each one at your company

Map each flywheel stage to the team that owns it and name the metric that proves that stage is healthy

Build a marketing-to-sales SLA that specifies lead definitions, response-time commitments, follow-up quality standards, and the consequences when either side misses

Draft the reverse SLA that sales owes marketing (feedback on lead quality, disqualification reasons, close-loop data)

Define the escalation path and review cadence for SLA misses, including who chairs the review and what data is inspected

Document your sales process as ordered stages, each with an exit criterion a rep could not argue with

Attach the CRM-required fields, deal-stage definitions, and forecast category to every stage

Stress-test the process by walking three real closed deals (one won, one lost, one stalled) through it and flagging where the stage definitions broke

Outline the certification next steps you will act on: the artifacts to publish, the stakeholders to brief, and the first RevOps initiative you will pitch

Inventory every system in the revenue stack and record its owner, integration direction, and source of truth for contacts, companies, and deals

Design a data hygiene standard covering required properties, duplicate rules, lifecycle stage definitions, and a de-duplication cadence

Build a one-page value narrative that translates a RevOps initiative into pipeline, win-rate, or time-savings language a CFO will fund

Rehearse the value narrative aloud in under five minutes and cut every sentence that does not carry a number or a decision

Compare centralized, decentralized, and hub-and-spoke RevOps structures against your company size, team count, and reporting lines

Select a structure and draw the org chart, showing reporting lines, shared-services responsibilities, and where each business unit interfaces with RevOps

Write role scorecards for the first two RevOps hires: outcomes, competencies, and the metrics each role will be measured on

Draft interview questions that test for cross-functional influence and analytical rigor rather than tool familiarity alone

Define baseline and target values for the metrics your RevOps plan is meant to move, so improvement is measurable rather than asserted

Build a quarterly review template covering what was tested, what the data showed, what changed, and what gets iterated next

Identify the three most likely failure modes of a RevOps rollout (adoption, data trust, unclear ownership) and write a mitigation for each

Schedule a recurring review cadence with named attendees and a standing agenda

Re-read your notes for every domain and rank them by confidence into strong, shaky, and unknown

Rebuild the weakest two domains from scratch on blank paper, then compare against your notes to expose gaps

Practice the scenario-style questions you got wrong, writing out why the wrong answers were wrong

Connect the domains into one narrative: flywheel to SLA to process to systems to team to iteration

Take a full timed practice set covering all domains and score it by domain, not just overall

Review every missed item and trace it to the specific concept, not just the question wording

Re-drill the two lowest-scoring domains until you can explain the concept aloud without notes

Finalize the artifacts you built across the plan into a portfolio you can show in an interview or internal pitch