Access a free copy of our newly released guide, "3 Steps: A Framework for Orchestrating Revenue with Better Sales Planning" to learn more. 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...

As organizations transition away from traditional sales operations, Revenue Operations roles have become the fastest growing category on LinkedIn. Still, Rev Ops means different things at different companies and in different industries. Sometimes, Rev Ops even means different things within single companies!

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. 

In recent years, we’ve seen a rapid increase in revenue operations roles at big companies, with the aim to integrate sales, marketing, and customer success under one cohesive structure. But not all revenue operations leaders are equally empowered to live up to their titles—and that fact impacts sales performance management (SPM)...