What is the 2026 Market Spotlight?

The 2026 Market Spotlight, Nobody Outsells the Plan, is a Varicent research report based on a survey of more than 1,000 senior revenue leaders. It examines how revenue plan design shapes seller performance and revenue growth, and where AI is changing how leading teams plan. The report is free to download.

What does "Nobody Outsells the Plan" mean?

Across 1,000+ companies surveyed, the single strongest predictor of revenue growth was the design of the revenue plan — ahead of company size, number of sellers, seller experience, and industry. Before sellers start selling, the plan has already shaped the accounts they pursue, the targets they carry, and what they're rewarded for.

How much does poor revenue planning cost?

Companies in the study estimate that poor planning decisions cost them 6–11% or more of annual revenue. Those losses compound through thousands of seller decisions over the year, and only 4% of companies have a formal way to tell whether last year's planning decisions worked.

Does AI improve revenue planning?

Companies using AI for revenue planning are 40% more likely to exceed their revenue targets than companies that don't. The research shows the advantage comes less from adopting AI than from where it's applied in the planning process.

The Rise of RevOps: 2026 RevOps Skills Index Report

AI Can Do More of the RevOps Work. So How Do You Grow Value?

For years, RevOps built its value by keeping the revenue engine running: managing systems, reporting on performance, and administering the plan.

That job is changing fast.

Three years ago, only 18% of RevOps professionals ranked strategic planning among their main areas of work. Three years from now, 77% expect to.

Yet only 28% are very confident they have the skills to get there.

Find out which skills can grow your influence as RevOps moves closer to the decisions that shape the revenue plan, and what organizations beating target are already building into their teams.

Get the 2026 RevOps Skills Index report.

Inside the report, you’ll find:

Which skills are becoming more valuable as the RevOps role changes. See where the biggest capability gaps are and what kind of expertise can increase your influence.

Where AI is likely to take over, and where RevOps still owns the call. See which parts of the job are becoming easier to automate and where your judgment will carry more weight as the role changes.

What organizations beating target are already building into RevOps. See how stronger-performing teams are changing the mix of skills and expertise on their teams, and what that could mean for your next hire or development priority.

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RevOps Is Moving From Running the Plan to Shaping It

Only 18% of RevOps professionals ranked strategic planning among their focus of work three years ago. In three years, 77% expect to.

The work that once defined RevOps is moving down the list. Bigger decisions about how the business plans and goes to market are moving up. Find out how quickly the role is shifting and where RevOps leaders expect to spend their time next.

AI Is Changing the Work, Not Shrinking the Value of RevOps

4 in 5 RevOps professionals expect AI to make their role more valuable over the next three years.

As AI takes on more reporting, administration, and analysis, RevOps has more room to focus on the decisions the business still needs people to own. See where AI can take work off your plate and where your judgment becomes more valuable.

The Skills That Built RevOps Won’t Be Enough to Lead It

Only 28% of RevOps professionals are very confident their current skills will keep up with the role.

The biggest gaps are showing up in areas like AI governance and executive communication, just as those capabilities become more important to the job. Find out where to build now if you want more influence over the decisions RevOps is increasingly being asked to make.

Your Market Value Is Moving With the Role

60% of practitioners credit just three capabilities with doing the most to raise their market value.

Two of them also sit among the biggest readiness skill gaps in RevOps today. Find out which capabilities could give you an edge as the role moves closer to leadership and bigger GTM decisions.

AI Can Do More of the RevOps Work. So How Do You Grow Value?

Inside the report, you’ll find:

Highlights from The 2026 RevOps Skills Index Report

RevOps Is Moving From Running the Plan to Shaping It

AI Is Changing the Work, Not Shrinking the Value of RevOps

The Skills That Built RevOps Won’t Be Enough to Lead It

Your Market Value Is Moving With the Role

Teams Beating Target Are Already Building RevOps Differently

AI Can Do More of the RevOps Work. So How Do You Grow Value?

Inside the report, you’ll find:

Highlights from The 2026 RevOps Skills Index Report

RevOps Is Moving From Running the Plan to Shaping It

AI Is Changing the Work, Not Shrinking the Value of RevOps

The Skills That Built RevOps Won’t Be Enough to Lead It

Your Market Value Is Moving With the Role

Teams Beating Target Are Already Building RevOps Differently

Your Market Value Is Moving With the Role