Why RevOps Leaders Need to Think Like Solution Sellers

From Firefighting to Strategy: How RevOps Leaders Can Sell Change

Author

Hannah Lees
March 17, 2025

The Best RevOps Leaders Don’t Just Solve Problems—They Sell Solutions

Most RevOps teams are stuck in reactive mode. Spending their days fixing inefficiencies, firefighting urgent issues, and rushing to implement improvements before the next problem arises.

But the best RevOps leaders don’t just fix problems—they sell solutions.

They take a strategic, sales-driven approach, ensuring change isn’t just enforced - it’s embraced and sustained. They sell change by uncovering root causes, securing buy-in, and championing lasting impact.

The best Revenue Operators…

  • Don’t just fix things: they discover the value of operational change.

  • Don’t just enforce processes: they align teams around a shared goal.

  • Don’t just implement tools: they drive championship to influence growth.

Think about it: Discovery → Mutual Commit → Implement → Adoption…

You’ve built some variation of this structure in your CRM a hundred times. But have you considered applying the same sales principles to how you drive change internally?

Why RevOps Should Think Like Top Sellers

Sales teams don’t win deals by pushing features. They win by partnering with their customers to solve their most important problems

The best RevOps leaders do the same, selling operational improvements in a way that creates urgency, builds alignment, and drives long-term adoption.

  • Interview teams to uncover pain points…just like a great discovery call.

  • Tell stories with data to create urgency…making the problem impossible to ignore.

  • Maintain focus and alignment on a shared goal…so every stakeholder sees the value.

  • Build excitement and motivation to take on a new process…ensuring adoption sticks.

The 5 Sales Skills Every RevOps Leader Needs

  1. Master Discovery: Ask the right questions to uncover real challenges.

  2. Solve the Root Cause, Not Just Symptoms: Go beyond surface-level fixes.

  3. Run RevOps Like a Sales Motion: Structure initiatives like a deal to build momentum.

  4. Create Urgency & Establish Alignment: Tie operational improvements to shared business priorities.

  5. Leverage Internal Champions to Drive Adoption: Turn early adopters into advocates.

Each of these sales-driven RevOps strategies will help you sell operational change more effectively, gain buy-in, and increase your influence across your company.

📌 In the next article, we’ll dive deep into Skill #1—why the best RevOps leaders master discovery and ask better questions to uncover the real bottlenecks in their organization.

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