How Quotas Drive Sales Behavior (The Good and Bad)
Sales quotas are fundamental to business, yet only 28% of reps met their targets in 2023. That gap pushes teams into quarter-end panic and early-quarter lull, which damages customer trust and wrecks forecast accuracy. Most teams misread what quotas do. They are not...
What Is Lead Generation? A Guide for Revenue Teams
With 91% of marketers calling lead generation their most important goal, filling the sales pipeline remains a top priority for GTM teams. For modern revenue organizations, the goal is not volume for volume’s sake; it is a reliable pipeline that converts. Lead...
RevOps vs. Traditional Operations: How to Unify Your GTM
As functions grow, misalignment shows up fast. Sales, marketing, and customer success drift into separate workflows, chase different metrics, and create friction that slows growth. This misalignment is not just an internal headache. It is a direct threat to the bottom...
Sales Quotas by Business Model: The Helpful Framework
Leaders have set the annual revenue plan. Now comes the hard part: translating that top-down number into quotas your team can actually hit. If this process feels disconnected from reality, it likely signals a gap between planning and execution. Research shows that...
