The Psychology of Sales Compensation: How to Motivate Reps and Drive Revenue
According to a recent survey, 57% of respondents say incentive-based pay motivates them to do a better job. But many leaders still build plans like accountants, not psychologists. That is a critical mistake. A sales compensation plan is not just a spreadsheet; it is a...
The Four Pillars of Modern Sales Operations Responsibilities
The scope of sales operations is expanding at a startling pace. According to Gartner, professionals in the field now dedicate 73% of their time to supporting non-sales functions, a sharp increase from just 39% in 2019. This rapid evolution makes one thing clear: Sales...
AI Headcount Planning: A RevOps Guide to Fueling GTM Strategy
AI is now part of daily work for 45% of employees, and adoption has more than doubled in six months. The pace of change forces revenue leaders to rethink how they plan for their most important resource: their teams. Headcount planning can no longer live in isolated HR...
How to Design a Sales Operations Team Structure That Drives Predictable Revenue
Companies with a dedicated sales operations function achieve 28% higher revenue growth. Despite this, many leaders treat their sales ops structure as a simple reporting hierarchy instead of the strategic asset it is. This approach disconnects planning from execution...
