Sales Operations Consultant, RevOps Discipline on Retainer

When forecast accuracy is broken, every sales decision is downstream of bad data. Reps stuff the pipeline because the qualification gates are unclear. Managers can't coach because the metrics don't tell the truth. Leadership can't defend the number to the board. The work isn't "fix CRM", it's redesign the entire data layer the sales motion depends on. That is what a sales operations consultant rebuilds first. Our engagements treat sales ops as the operating system, not the dashboard, and every sales operations consultant on the bench works that way.

Comp plans drive behavior. Most companies treat comp as a finance exercise, get the math right, ship the plan, hope reps respond. Real comp design from a sales operations consultant starts with motion (what behavior do we want?), translates to math (what plan structure drives it?), and ends with operational discipline (what reporting cadence keeps it honest?). Our consultants design comp from the motion down, not the math up.

• CRM rebuild + hygiene, data model redesign, field rationalization, automation rules, pipeline-stage definitions, manager dashboards.
• Forecast cadence, weekly pipeline review, monthly forecast methodology, board-ready sales narrative, accuracy measurement.
• Pipeline discipline, qualification gates, deal-stage entry criteria, manager coaching cadence, stuck-deal triage.
• Territory and quota math, assignment models tied to motion, quota setting from bottom-up + top-down, ramp expectations.
• Comp plan design, base + variable mix, accelerators, SPIFFs, MBOs aligned to motion. Driving the right behavior, not the wrong one.
• Lead routing, round-robin vs account-based, SDR-to-AE handoff design, attribution model, SLA enforcement.
• Sales-tech stack rationalization, what to keep, what to replace, what to integrate, what to retire. ROI per tool.
• Sales-ops team build, when to hire your first sales-ops lead, what shape the team should be at the next stage, manager-to-IC ratios.