Michelle Pietsch: Revenue Strategy: What Startups Get Wrong
If you’ve ever tried to scale a revenue team without a roadmap, Michelle Pietsch knows exactly how that feels—because she’s helped build the blueprint. From growing Datadog’s sales team from 3 to over 100, to leading go-to-market teams at Drift and...
Rob Levey: Efficiency Starts with Smarter Commission Planning
“Growth without efficiency is chaos. Efficiency without growth is stagnation.” As sales leaders, we all dream of having our top-performing reps work the biggest, most strategic deals, especially when the pressure is on to close out a critical quarter. But here’s the...
Erik Charles: Quick Fixes For Failing Compensation Plans
Does it sometimes feel like your sales comp plans barely hold together with a spreadsheet and a prayer? Despite being the single most important lever for motivating reps and driving revenue, compensation planning still resides in manual processes, often subject to...
Struggling Sales Teams? 5 Ways Automation Turns Things Around
Sales teams today are facing some of the toughest conditions we’ve seen in years. Buyers are more informed. Risk-taking is on the decline. And reps are bogged down by a sprawling stack of tools that don’t always play nice together. Hitting quota used to be hard. Now...
