When your CRO asks for pipeline by segment and stage, how fast can you produce it?
2. Process
How well-defined are your pipeline stages?
3. Process
What happens when a marketing-to-sales handoff SLA is missed?
4. Forecasting
How is your quarterly revenue forecast built?
5. Data
What is your required-field completion rate on open opportunities?
6. Operations
What does your weekly pipeline review produce?
7. Alignment
Do marketing, sales, and customer success share a single operating model?
8. Org
Who owns RevOps work today?
9. Tooling
How is your GTM tooling adopted in practice?
10. Data
When was the last structured data-quality audit of your CRM?
11. CS
How do you track customer retention and expansion signals?
12. Ops
Is RevOps improvement itself a tracked function?
How the assessment is scored
Each of the 12 questions has four answer options scored 1, 2, 3, or 4. Your total falls between 12 and 48 and maps to one of five maturity stages:
Score band
Stage
Characteristic
12–18
1 — Reactive
No formal RevOps function
19–27
2 — Defined
Process exists but unenforced
28–36
3 — Aligned
Cross-functional authority established
37–43
4 — Predictive
Forecasting driven by historical data
44–48
5 — Optimized
Continuous improvement is systematic
Self-assessment consistently skews one stage higher than operational reality. If a sales leader and a CS ops lead take the same assessment and land in different stages, that gap is your real maturity score.
