Sales Ops was once the hero behind the scenes—running reports, managing the CRM, and supporting the sales team. But in 2025, high-performing organizations have evolved. The new engine for scalable, predictable growth? Revenue Operations (RevOps).
RevOps unites sales, marketing, and customer success under one strategic roof. For sales managers in Chicago and Northbrook, adopting a RevOps lens isn’t a tech overhaul—it’s a mindset shift. And when combined with Sandler methodology, it becomes a powerful framework for behavioral accountability, visibility, and alignment.
What Is RevOps—and Why It Matters
RevOps aligns all revenue-generating teams around:
Unified goals
Shared tools and data
Seamless customer handoffs
Standardized processes across the entire buyer journey
In short, it ensures your entire revenue funnel behaves like one cohesive team—not three different departments fighting for control.
According to Gartner, companies that implement RevOps grow revenue 3x faster than those that don’t. And with B2B buyer journeys becoming more complex and nonlinear, the need for cross-functional clarity has never been more urgent.
Behavior Unites All Functions
Sandler methodology provides a universal language that bridges the gaps between departments:
Marketing learns to speak to real pain, not just features
Sales stays behavior-focused and qualified
Customer success becomes proactive instead of reactive
By reinforcing Sandler principles like Up-Front Contracts, Equal Business Stature, and No Mutual Mystification, you help create clarity across every customer-facing touchpoint.
A Sandler-Driven RevOps Playbook
1. Create a Cross-Functional Deal Journey Map
Outline what behaviors should happen at each stage. Include not just sales reps, but also marketing and success:
What is marketing promising?
What questions must be asked in discovery?
What’s handed off after a close?
2. Behavior-Based Handoff Checklists
Replace “he said she said” chaos with checklists:
Has Pain been identified and confirmed?
Has budget been clarified and approved?
Has the Up-Front Contract for onboarding been communicated?
3. Shared Revenue Dashboards
Use a shared dashboard that tracks:
Sales behavior metrics (calls, discovery meetings)
Customer success NPS and follow-up scores
Marketing attribution to sales-qualified conversations
4. Weekly RevOps Standups
One rep from each team—marketing, sales, and CS—meets weekly. Keep it tactical:
What’s blocking revenue?
What’s confusing to the buyer?
What behaviors aren’t happening?
RevOps isn’t about new software—it’s about building a behavior-based system that creates alignment, accountability, and clarity across the entire revenue funnel.
