Revenue Operations (RevOps)

What it is

This skill helps you build and optimize the processes that turn leads into customers. It covers lead scoring, routing rules, pipeline stages, and marketing-to-sales handoffs — all the systems that connect your go-to-market teams. Whether you're fixing broken handoffs, defining MQL criteria, or building RevOps from scratch, this skill provides frameworks and best practices for running a clean revenue operation.

What it does

• Defines lead lifecycle stages from subscriber to customer with clear entry and exit criteria
• Builds lead scoring models that combine fit (who they are) and engagement (what they do)
• Creates routing rules to get leads to the right sales rep based on territory, account, or round-robin
• Sets SLAs and handoff processes between marketing, sales, and customer success teams
• Designs pipeline stage frameworks with required fields and hygiene rules to prevent stale deals

Use it when

• You're a founder or RevOps leader setting up your first CRM and lead management system
• You need to define what qualifies as an MQL and get marketing and sales aligned on it
• Leads are falling through the cracks between marketing and sales and you need to fix the handoff
• You want to speed up response times and build routing rules that get leads to reps faster