RevOps Automation with AI
For RevOps leaders, Sales Ops, and CROs past basic AI literacy. Eight chapters across the full revenue operations surface: forecasting with prediction intervals (Salesforce State of Sales 2026 87% adoption, Microsoft Sales Agent 10% more meetings + 1.7 hrs/week, three failure patterns); pipeline hygiene with the 5 nudge-design rules (Salesforce Pipeline Inspection scoring 1-99, ZoomInfo +14pt close-rate + 11.5 hrs/week, Gartner "<40% of sellers will report AI improved productivity by 2028"); territory + account signal scoring (6sense Rithum 3× adoption + 58% of opps + 37% higher AOV, grandfather in-flight deals); analytics narratives with the click-or-cut rule (HBR workslop 41% / $9M/year, Air Canada CA$812 precedent, Einstein grounding); GTM data cleanup (continuous loop, identity resolution, $12.9M/year cost, 22.5-30% B2B decay); comp modelling (CaptivateIQ Catalyst Aug 2025, Xactly Incent AI Dec 2025, Larkin HBS gaming risk, 3 stress tests); tooling stack decisions (Gartner MQ 2025 Salesforce/Microsoft/Oracle, M365 Copilot $30 + Copilot for Sales $50, the 3-question framework, 150K agents-by-2028 sprawl warning); and the close — a two-quarter rollout playbook with a 3-use-case builder and a data quality bar your CRO and CDO both sign off on.
8
Chapters
~40 min
Duration
Intermediate
Level
No
Certification
Course Content
Forecast accuracy with AI
Salesforce State of Sales 2026 (87% adoption), Microsoft Sales Agent eval (10% more meetings, 1.7 hrs/week saved). Three failure patterns: calibration drift, stale data, point estimate. Prediction intervals (Hyndman) beat point forecasts.
Pipeline hygiene automation
Salesforce Pipeline Inspection (1-99 scoring, days-in-stage + push count), ZoomInfo Copilot (+14pt close-rate, 11.5 hrs/week saved, Seismic case). Gartner: <40% of sellers will report AI improved productivity by 2028. The 5 nudge-design rules.
Territory & account signal scoring
6sense Rithum case (3× adoption, 58% of opps, 37% higher AOV), ZoomInfo MajorKey +16% + Simmers +20%. Grandfather in-flight deals. Re-score quarterly. Show the breakdown (firmo / intent / engagement) — not just the aggregate.
Sales analytics narratives
HBR workslop study (41% workers receiving it, $9M/year cost per org), Air Canada CA$812 precedent. Einstein grounding. The click-or-cut rule: every claim links to a record or it gets cut from the QBR deck.
GTM data cleanup with AI
Bad data costs $12.9M/year per Gartner. B2B contact decay 22.5-30% annually. Continuous loop (not annual project), identity resolution, AI-propose-confirm field completeness. The data layer beats the AI layer.
Compensation modeling with AI
CaptivateIQ Catalyst (Aug 2025) + Xactly Incent AI (Dec 2025). 3× growth from frequent comp-plan revision. Larkin HBS gaming research. 3 stress tests: accelerator thresholds, quarterly cliffs, cross-product attribution.
Tooling stack decisions
Gartner MQ for SFA July 2025 (Salesforce/Microsoft/Oracle leaders). M365 Copilot $30 + Copilot for Sales $50 (bundled if you have Copilot Ent). The 3-question framework (CRM gravity, data quality, agentic roadmap) + the 150K agents-by-2028 sprawl warning.
Making it stick: your RevOps AI roadmap
3 use cases, 2 quarters, 1 data quality bar (duplicate rate <5%, decay <15%, push count tracked). Sequence: Q1 data cleanup + pipeline hygiene → Q2 one predictive use case. Save comp modelling for year two. Interactive roadmap builder included.