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...

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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. 

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)...