RevOps often owns the “what happened”

analysis, but they rely heavily on sales leadership and SDR/AE feedback to interpret context. Metrics alone rarely tell the full story.Most teams combine CRM reporting with qualitative reviews, listening to calls, checking emails, and sometimes even surveying reps about lead quality. A/B testing messaging and ICP segments also helps, but it’s time-consuming.The tricky part is accountability. If the SDRs generated replies but the leads never converted, no single team can fix it alone. Cross-functional post-mortems where RevOps lays out the data and sales shares the on-the-ground reality seem to work best.