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)...