A lot is happening in the world of RevOps.
Complex tech stacks. Data quality challenges. AI-driven automation.
These are just a few trends shaping how revenue teams function today.
It’s true – sales, marketing, and customer success should join forces – but some critical challenges still lurk beneath the surface. And if left unchecked, these can silently undermine your growth. Throw a wrench in your 2025 planning.
Here are five challenges that most companies aren’t talking about — but you should be prepared for. They could define how RevOps evolves in the years ahead.
1. To rely or not to rely on AI?
AI-enabled workflows have made things smooth for RevOps teams — from building more accurate forecasts to gathering insights from Gong calls to automating routine tasks. However, over-reliance on AI comes with a few hidden risks, such as:
AI bias can skew decision-making
If trained solely on historical sales data, AI models can reinforce existing biases rather than uncover new opportunities. For instance, if a company’s past deals were primarily mid-market customer wins, AI might deprioritize high-value enterprise deals — limiting growth potential.
RevOps leaders should take AI recommendations with a grain of salt and scrutinize them before deciding.
Dirty data = Flawed recommendations
We handle sales tech data for our bread and butter, so trust us when we say this: AI is only as good as the data fed into it.
And low-quality data comes at a high price. According to this recent report on CRM data management, 31% of admins revealed that poor-quality data costs them at least 20% of their annual revenue!
AI models trained on inaccurate data will produce misleading forecasts and recommendations – leading to yet another babysitting task for Ops folks.
Loss of human judgment
Take this example: a RevOps leader in a community discovered that their AI-driven sales forecasting model was consistently overestimating deal closures by 20%. Operating at a high-velocity scale, they quickly realized that AI alone couldn’t replace the need for solid CRM hygiene.
Even the smartest algorithms can falter without clean, accurate data – making human judgment essential in the loop.
To-dos for RevOps leaders:
- Clean your data before rolling out AI solutions
- Use AI to support decisions, not replace human judgment
- Audit AI predictions regularly through governance frameworks
2. Tech stack = too complicated!
The SaaS industry boom has led to an overcomplicated tech stack – and it’s starting to show.
Inefficiencies are rising. Costs are skyrocketing.
Revenue teams now face the triple threat of tool overload, underutilized software, and integration nightmares. Here are the telltale signs of a complex tech stack:
Too many redundant tools
Unfortunately, most tools are bought based on an aggressive hook rather than a validated evaluation process. Say no to new tools proactively, unless you can use 70% of its features.
Data silos
When your tools don’t communicate, reporting & forecasting become inconsistent. For instance, you won’t be able to track outreach status if your BDRs use 3 different tools to do it.
The efficiency drain caused by context switching is especially noticeable for GTM teams. With scattered data across multiple tools, a bigger issue arises: the lack of a single source of truth – which is the #1 problem for RevOps leaders.
One of the core building blocks we follow at Everstage is being a part of the reps’ natural workflow – through strong Slack/MS Teams & Salesforce integrations, rather than forcing reps to use our app.
Slower onboarding & adoption
The more complex the tech stack, the longer the ramp-up time for new hires.
In a recent audit, we found that for a new AE, the annual tool cost is close to 15-20% of their OTE. And, with an average of 7-10 tools, reps obviously won’t be thrilled about it.
To-dos for RevOps leaders:
- Eliminate redundant tools through a tech stack audit (every 2-3 months)
- Prioritize true value-adding tools that can improve sales performance
- Maximize ROI on existing tools by improving user training & adoption
3. Disruptions in sales compensation
Many companies are struggling to keep up with the major shifts in compensation models. Simple quotas & commissions are now evolving into complex structures aligned with modern sales dynamics.
With great complexity comes great challenges. Here are the most pressing ones:
Quota misses are at an all-time high
RepVue’s Sales Index shows that only 43% of cloud software sales professionals hit quota in Q4 last year, down from 48% the year before.
New sales motions = New comp plans
During the “growth-at-all-costs” boom, comp plans were designed to incentivize net new business & top-line growth heavily. But as the market shifts towards profitability & retention, the plans have become out of sync.
Multi-year deals, product-led growth (PLG), and retention-based selling demand new incentive structures.
Complex comp can backfire
When plans get too complex, reps get confused and motivation goes downhill.
It’s easy to see how this happens: every year, companies add new SPIFs, tiers, accelerators, product-specific bonuses, and more. Over time, the plan becomes a Frankenstein that reps barely understand.
A simple rule of thumb? If a rep can’t tell how much they’re earning from a deal, the plan is complex.
Side note: That’s exactly why we at Everstage built Crystal, so that reps can instantly see how much they can make by closing a potential opportunity in their pipeline.
To-dos for RevOps leaders:
- Align comp plans with business goals
- Simplify incentives so that reps understand how to maximize earnings
- Use real-time dashboards to increase transparency & motivation
4. Intense compliance & data privacy wars
RevOps teams need to be front and center in ensuring compliance in 2025. With stricter regulations & data privacy laws emerging, companies must reconsider how they collect, store, and use customer data.
Data procurement isn’t going to be easy. Emails are losing their touch. And with a cookie-less future, precise targeting will be increasingly tougher. Here are a few other key challenges:
GDPR & CCPA are just the beginning
Newer laws are being introduced globally, with stricter penalties for non-compliance.
Consumers are exercising caution
67% of consumers feel that they know very little about how their data is being used.
Operation complexities
RevOps teams need to ensure compliance across multiple systems – from CRM to marketing automation tools. People cannot operate in silos anymore.
To-dos for RevOps leaders:
- Implement automated data compliance workflows
- Audit customer data storage practices regularly
- Train sales & marketing teams on new privacy regulations
5. Death of traditional operating models
Your GTM models are at risk of becoming obsolete.
Take forecasting, for example. It’s long been based on historical data & weighted pipeline stages. But the market today isn’t what it used to be. Changes in buyer behavior and external disruptions are rendering traditional forecasting models increasingly unreliable.
Here’s what’s changing:
More unpredictable sales cycles
Buyers are taking more time to make decisions, making static forecasting models ineffective. Most of the research gets done before filling out the lead form.
AI & predictive analytics are replacing gut instincts
Companies using AI-driven forecasting are witnessing up to 95% accuracy. You can dynamically parse your Gong call summaries & flag at-risk deals, helping your sales managers to forecast better.
Real-time forecasting = competitive advantage
Instead of relying on quarterly updates, leading RevOps teams are shifting to rolling forecasts. You don’t have to rely on Sales leaders’ and managers’ commits if you have a model that predicts deal closure using AI.
To-dos for RevOps leaders:
- Adopt AI forecasting tools that factor in real-time signals
- Adjust for changing market conditions with rolling forecasts
- Integrate sales, marketing, and CS data for holistic forecasting
The Way Forward
With these challenges on the horizon for RevOps, proactive adaptation is essential. Whether it’s optimizing AI, ensuring data privacy compliance, simplifying tech stacks, or modernizing forecasting – RevOps leaders must stay ahead of the curve.
What do you think will be the biggest challenge for RevOps teams in 2025?
Drop your thoughts in the comments or share this blog with your network to continue the discussion!
