What processes have you implemented to improve communication between Sales and Revenue Ops teams?

One of the most effective ways I've found to enhance communication between Sales and Revenue Operations teams—and this applies to all go-to-market stakeholders—is to establish a clear and regularly updated roadmap. Early on, I prioritize building both long-term and short-term roadmaps, projected on a monthly and quarterly basis. These roadmaps categorize the work being tackled by the Rev Ops team into thematic pillars, helping stakeholders understand our objectives and how we're allocating our most valuable resource: time.

The thematic pillars I typically use are Strategy and Insights, Scalable Infrastructure and Technology, Operations and Processes, and Enablement. Most projects, whether short-term or long-term, fall into one of these categories. By organizing work this way, stakeholders can easily grasp what we're focusing on and why.

Creating these roadmaps fosters strong bidirectional communication. My team starts by proposing a roadmap based not only on our ideas but also on feedback from our stakeholders. We assess each initiative based on urgency, time to value, and the risks of not addressing it. Once we have a draft, we share it with our go-to-market stakeholders to gather their input. This collaborative approach allows them to weigh in on priorities, suggest adjustments, and ensure alignment with their targets.

After finalizing the roadmap, we provide consistent weekly updates—whether on Monday or Tuesday isn't as important as maintaining regular communication. These updates summarize what's been accomplished, what's going well, what's not, and the actions we're taking. This transparency prevents the friction that often arises when Rev Ops operates in a "black box," merely processing tasks without clear strategic intent.

I find that many communication breakdowns occur when Rev Ops becomes a catchall, accepting tasks as order-takers rather than strategically leveraging our time based on business needs. By proactively communicating our plans and progress, we shift from a reactive stance to a strategic partnership with Sales.