Ever wonder why sales is the only revenue team with territories and quotas? Today’s latest hottest best practice challenges this traditional status quo. In fact, one of the main symptoms that your quotas need a revamp is if marketing and customer success don’t have revenue commitments.
How is it that revenue teams are caught by surprise when they miss their revenue forecast, even though they still use the same tools and processes that they always have, and continue to hire the same profiles?
Never has it been more apparent that sales has gotten extremely inefficient. For over a decade, research has shown how little time (35%) salespeople spend actually selling, as well as how dissatisfied 80% of decision makers are with sales conversations. Analysts and consultants alike have reported that the average sales team has...
As customer journeys grow more digital, and companies shift teams’ attention toward expanding customer relationships and recurring revenue, we need a new approach for creating clear alignment between metrics, results, and compensation.
Today's revenue leaders know that in order to evolve sometimes you have to disrupt your own game. To help, discover three revenue "best practices" that are hindering revenue and ways you can disrupt them to drive higher performance.