# RevOps Maturity Self-Assessment

> 25 questions across five pillars that place your revenue operation on a 4-stage maturity curve and flag your single biggest leak.

Free assessment/quiz for sales leaders. Topic: [Metrics, Analytics & RevOps](https://www.peerlab.ai/library/topic/metrics-analytics-revops/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/revops-maturity-self-assessment/

## How to use it

Score all 25 questions honestly in one sitting, total each pillar, and use the lowest-scoring pillar, not the overall stage label, to decide what to fix first.

## What's inside

- Five pillar structure: Data, Process, Technology, People & Enablement, Forecasting & Reporting
- 25 scored questions, five per pillar
- 0–3 scoring key applied to every question
- Four maturity stage bands: Ad Hoc, Defined, Managed, Optimized
- Pillar-level score-and-rank breakdown table
- Biggest-leak detection rule (lowest-scoring pillar, not overall score)
- Stage-specific next actions for wherever you land

**Purpose:** 25 questions across the five pillars that make up a functioning revenue operation. Answer honestly: score based on what's actually true today, not what's on the roadmap, to place your organization on a 4-stage maturity curve and find your single biggest leak.

## How to score

For each question, score:
- **0**: Not true / doesn't exist
- **1**: Exists informally, inconsistently applied
- **2**: Exists formally, applied most of the time
- **3**: Exists formally, applied consistently, and is measured/reviewed

## Pillar 1, Data

1. We have one declared system of record for every core revenue field (no field is "owned" by two systems). ___
2. Our CRM data (contacts, accounts, opportunities) is deduplicated and cleaned on a defined schedule. ___
3. We can trace any dashboard number back to its source records without manual reconciliation. ___
4. New leads/accounts are validated and enriched automatically, not manually. ___
5. We have a documented data governance owner (a person, not "the team"). ___

**Pillar 1 subtotal: ___ / 15**

## Pillar 2, Process

6. Every pipeline stage has written, objective exit criteria (not "rep's judgment"). ___
7. Lead routing (marketing → sales) is automated and rule-based, not manual triage. ___
8. We have a documented, current sales process that new hires are trained on in their first month. ___
9. Deal handoffs (SDR→AE, AE→CS) follow a defined checklist, not tribal knowledge. ___
10. We review and update our sales process at least twice a year based on data, not just intuition. ___

**Pillar 2 subtotal: ___ / 15**

## Pillar 3, Technology

11. Every tool in our stack has a named business owner (see the RevOps Tech Stack Audit Checklist). ___
12. Our core systems (CRM, MAP, billing, CS platform) are integrated with monitored, healthy syncs. ___
13. We've audited our tech stack for redundant tools in the last 12 months. ___
14. Admin access and security review happens on a defined schedule, not reactively. ___
15. Adding or removing a tool from our stack follows a review process, not ad hoc procurement. ___

**Pillar 3 subtotal: ___ / 15**

## Pillar 4, People & Enablement

16. New reps hit full productivity (ramped quota attainment) within a defined, tracked timeframe. ___
17. We have a defined onboarding curriculum, not "shadow a senior rep for two weeks." ___
18. Comp plans are reviewed against the actual behavior they incentivize at least annually. ___
19. Managers run structured deal reviews (not just pipeline list reviews) on a regular cadence. ___
20. We track and coach against a defined set of skill/competency areas, not just quota attainment. ___

**Pillar 4 subtotal: ___ / 15**

## Pillar 5, Forecasting & Reporting

21. We measure forecast accuracy by rep and by category (see the Sales Forecast Accuracy Scorecard), not just at the team level. ___
22. Our forecast roll-up process takes less than a day of manual spreadsheet work. ___
23. Leadership trusts the CRM-generated forecast enough to not need a "shadow" spreadsheet forecast. ___
24. We can answer "which funnel stage is our biggest leak" with data, not opinion. ___
25. Our dashboards are self-serve, reps and managers can answer their own questions without asking RevOps for a custom report. ___

**Pillar 5 subtotal: ___ / 15**

**Total score: ___ / 75**

## Maturity Stage Bands

| Total Score | Stage | Description |
|---|---|---|
| 0–20 | **Stage 1: Ad Hoc** | Revenue operations run on individual heroics and institutional memory. Nothing is documented; everything breaks when someone leaves. |
| 21–40 | **Stage 2: Defined** | Core processes exist on paper but are inconsistently followed. Tools exist but aren't fully integrated or owned. |
| 41–60 | **Stage 3: Managed** | Processes are consistently followed and measured. Data is largely trustworthy. Forecasting is directionally reliable. |
| 61–75 | **Stage 4: Optimized** | RevOps operates as a proactive function: data drives decisions, processes are reviewed and improved on a cadence, forecasting is bankable. |

## Find your biggest leak

- [ ] Calculate each pillar's subtotal as a percentage of its max (15 points)
- [ ] The pillar with the lowest percentage score is your single biggest leak: fix that pillar before investing further in the others, since a strong Forecasting pillar built on a weak Data pillar will not hold up

## Radar snapshot

| Pillar | Score | % of Max | Rank (1 = weakest) |
|---|---|---|---|
| Data | /15 | | |
| Process | /15 | | |
| Technology | /15 | | |
| People & Enablement | /15 | | |
| Forecasting & Reporting | /15 | | |

## Next actions by stage

- **Stage 1 (Ad Hoc):** Start with Data, declare a system of record for your 10 core fields before building any new process or dashboard on top of unreliable data.
- **Stage 2 (Defined):** Focus on consistency: pick your lowest-scoring pillar and turn one informal practice into a documented, enforced one this quarter.
- **Stage 3 (Managed):** Focus on measurement, instrument the pillar you can't currently put a number on (usually Forecasting or People).
- **Stage 4 (Optimized):** Focus on cadence: formalize the review rhythm (quarterly stack audit, monthly hygiene audit, monthly forecast scorecard) so maturity doesn't silently decay.