Situation: Trustworthy Financial Services recently hired a RevOps professional named Markeisha. Markeisha is spending her first few months trying to understand where leads come from, how they get passed to sales, and what happens to new customers after the deal is closed. This is an example of:

Process definition involves documenting and understanding the flow of leads, deals, and post-sale activities across marketing, sales, and customer success. Markeisha’s work of mapping lead sources, handoffs, and customer journey aligns with defining repeatable and standardized processes. RevOps principles emphasize clearly defined processes to improve operational efficiency, visibility, and alignment across teams. Accurate process documentation enables optimization, accountability, and predictable revenue outcomes. Understanding the end-to-end workflow is foundational before implementing systems or governance.