The Art and Science of Enterprise Sales Target Setting
If you're like most enterprise sales leaders, setting sales targets probably involves some combination of last year's numbers, a percentage increase...
Alejandro Bellarosa •8 minute read
You Say “Customer Centric.” Your Comp Plan Says Otherwise
The 2025 Market Spotlight Report: The Status Quo Trap gave us a clear message: internal barriers are costing companies millions in lost growth. That...
Curtis Schroeder •4 minute read
The Top Benefits of Modern Sales Planning for RevOps Leaders
As a RevOps leader, you've likely experienced the limitations of static, spreadsheet-driven sales planning. Inaccurate forecasts, sluggish reactions...
Alejandro Bellarosa •11 minute read
How to Make Your Sales Plans Fail. Step 1: Ignore Bottoms-Up Planning.
Sales leaders talk a lot about hitting targets. But not enough about how those targets get made.
Hunter James •4 minute read
What CROs Are Prioritizing Now: 3 Imperatives from Gartner CSO 2025
The sales organization is changing faster than it has in years. New technologies, evolving buyer behavior, and rising performance expectations are...
Alejandro Bellarosa •4 minute read
Still Planning Like It’s 2005? Here’s What High-Performing GTM Looks Like Now
Let’s be honest. Sales planning has come a long way, but a lot of teams are still stuck in the past. Twenty years ago, success meant getting your...
Hunter James •2 minute read
What Happens When Your Sales Plan Gets Punched in the Face?
You’ve just rolled out your new sales plan. Now what?
Bill Hobbib •3 minute read
Understanding the EMEA Sales Landscape: How to Navigate and Succeed
To navigate the intricate and culturally diverse EMEA market, you need a thorough understanding of its sales landscape. With the EMEA...
Jacklyn Lane •15 minute read
Rev Ops vs Sales Ops: The Evolution of Operational Excellence
Key Takeaways: In today's turbulent business environment, operational excellence has taken a front seat, with roles like Revenue Operations (Rev Ops)...
Curtis Schroeder •8 minute read