Before adding another AI tool, revenue leaders should evaluate whether their infrastructure can support intelligent decision-making. That means having several foundational capabilities working together:
RevOps stepping forward as a strategic architect of growth is the headline underneath the headline. And the teams pulling ahead of that curve have unified the plan-to-pay motion enough that AI has something coherent to work with in the first place.
The sandbagging solution shouldn’t force every sales organization into the same attainment range—it’s to ensure quotas accurately reflect market opportunity and encourage sustainable growth.
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