Why handoffs break
RevOps handoffs break when teams do not share the same definitions. A lead can be "qualified" for marketing, "not ready" for sales and invisible in reporting.
This checklist helps document the operational rules before more automation is added.
Copyable handoff checklist
| Handoff | Trigger | Required fields | New owner | SLA | Workflow | Reporting check |
|---|---|---|---|---|---|---|
| Marketing to SDR | form submit or score threshold | email, company, source, country, lifecycle | SDR owner | |||
| SDR to AE | meeting booked or accepted opportunity | meeting date, pain, company fit, notes | AE | |||
| AE to CS | closed-won deal | plan, owner, start date, use case | CS owner | |||
| RevOps exception | missing data or broken route | issue type, owner, source | RevOps |
Minimum handoff rules
- One trigger per handoff.
- One accountable owner after the handoff.
- Required fields documented before automation.
- SLA visible to the team.
- Workflow owner assigned.
- Report or dashboard confirms completion.
QA questions
- Does everyone use the same lifecycle definition?
- Can sales explain why they received the record?
- Can RevOps identify the workflow that moved the record?
- Can leadership see the handoff volume?
- Is there an exception path when data is missing?
Cashmyrr angle
Cashmyrr should connect handoff work to RevOps operating model. The value is not more workflow automation; it is fewer unclear transitions between teams.