RevOps Assessment Framework

When to Use This Skill

• Performing RevOps or pipeline audits
• Evaluating GTM (Go-to-Market) architecture
• Analyzing sales process effectiveness
• Assessing forecast accuracy and pipeline health
• Conducting field utilization analysis
• Generating revenue operations recommendations

Quick Reference

Instance Type Detection (CRITICAL)

function detectInstanceType(orgUrl) {
  const isSandbox = orgUrl.includes('.sandbox.') ||
                    orgUrl.includes('--') ||
                    orgUrl.includes('test.salesforce.com');

  return {
    type: isSandbox ? 'SANDBOX' : 'PRODUCTION',
    analysisApproach: isSandbox ? 'METADATA_FOCUSED' : 'DATA_DRIVEN',
    skipFieldUtilization: isSandbox,
    statisticalSampling: !isSandbox
  };
}

Assessment Categories

Category	Focus Area
GTM Architecture	Sales model alignment, territory design
Pipeline Health	Stage conversion, velocity, aging (supports per-process segmentation)
Data Quality	Field utilization, accuracy, completeness
Automation	Process efficiency, manual steps
Forecasting	Accuracy, methodology, confidence

Health Score Calculation

Overall Score = (
  GTM_Architecture × 0.20 +
  Pipeline_Health × 0.25 +
  Data_Quality × 0.20 +
  Automation × 0.15 +
  Forecasting × 0.20
)

Core Principles

1. Data Integrity Requirements

• ALWAYS execute real queries using mcp_salesforce_data_query
• NEVER return simulated statistics or example data
• FAIL EXPLICITLY if queries cannot be executed
• LABEL ALL DATA with source: VERIFIED, FAILED, or UNKNOWN

2. Bulk Operations for Speed

• Parallel assessment analysis: 15x faster
• Batched validation checks: 20x faster
• Cache-first metadata: 5x faster
• Expected audit cycle: 15-22s (vs 80-120s sequential)

3. Pre-Assessment Automation

1. Auto-detect org quirks (label customizations)
2. Detect revenue field and sales processes (NEW)

   node scripts/lib/revenue-context-detector.js {org-alias} [--interactive]
   

   • Detects org-specific revenue field (Amount vs ARR__c vs Units__c vs custom)
   • Detects multiple sales processes (BusinessProcess + RecordType mapping)
   • Persists to .metadata-cache/metric-field-mapping.json and .metadata-cache/sales-process-config.json
   • No-op if org uses Amount with a single process (backward compatible)
   • Use --interactive to confirm ambiguous field choices in a terminal session
3. Load org context (previous assessments)
4. Confirm assessment framework
5. Update context post-assessment

Detailed Documentation

See supporting files:

• scoring-frameworks.md - Health score calculations
• statistical-methods.md - Pipeline analysis methods
• benchmark-standards.md - Industry benchmarks
• report-templates.md - Output formats