YOU'RE NOT
LOSING REVENUE
TO THE ECONOMY.
You’re Losing It To Your Operating Model.
When we asked 1,400 revenue leaders what’s holding them back, the answers weren’t economic. They were systemic: misalignment, unreliable signals, and unmotivated teams. These problems aren’t invisible. They’ve just been normalized.
The 2025 Market Spotlight: The Status Quo Trap report is more than a summary of findings. It’s a playbook for unlocking growth inside your revenue organization.
See What 1,400+ Revenue Leaders Are Doing Differently
We surveyed 1,400 C-suite, revenue, and operations leaders and conducted dozens of executive interviews to find out what's working and what's not.
What we found: the most significant risks weren’t external. They were issues inside the organization. And they're rarely being addressed.
Growth in Plain Sight
Leaders called “Talent Gaps” the #1 barrier to growth.
But only 20% of leaders are prioritizing improvements in sales effectiveness.
Leaders recognize the gaps. The challenge is knowing where, and how, to close them.
Alignment Isn’t Just Broken. It’s Untapped
92% of leaders say misalignment costs revenue, often up to 15%.
Only 21% are actively working to fix it.
Is alignment secretly your biggest revenue lever?
Beyond the Close
82% of sellers say holistic incentives drive stronger motivation.
Only 31% say it’s reflected in their current plan.
Coaching isn’t broken. It’s just disconnected from data.
The Quota Illusion
90% of sellers expect to hit quota.
Only 31% say their quota is realistic.
Does “quota attainment” cover up as much as it reveals?
Coaching Where It Counts
79% of sellers say real-time, personalized coaching improves performance.
Only 12% of companies integrate it into day-to-day execution.
Coaching isn’t broken. It’s just disconnected from data.
Inside
The Status Quo Trap
01
Growth in Plain Sight
How internal systems, not market forces, are quietly dragging down performance. Here's what top sales performance management teams are doing to address it.
02
Alignment Isn’t Just Broken. It’s Untapped
How misalignment shows up in daily execution, and why solving it unlocks far more than operational efficiency.
03
Beyond the Close
What today’s sellers actually respond to, and how to redesign incentive compensation plans around impact, not just output.
04
The Quota Illusion
How quota attainment can mask systemic issues in sales planning and performance. Here are the new metrics forward-thinking teams are using instead.
05
The Coaching Gap
Why most coaching doesn’t move the needle, and how to build a data-driven feedback loop that actually drives execution.
01
Growth in Plain Sight
How internal systems, not market forces, are quietly dragging down performance. Here's what top sales performance management teams are doing to address it.
02
Alignment Isn’t Just Broken. It’s Untapped
How misalignment shows up in daily execution, and why solving it unlocks far more than operational efficiency.
03
Beyond the Close
What today’s sellers actually respond to, and how to redesign incentive compensation plans around impact, not just output.
04
The Quota Illusion
How quota attainment can mask systemic issues in sales planning and performance. Here are the new metrics forward-thinking teams are using instead.
05
The Coaching Gap
Why most coaching doesn’t move the needle, and how to build a data-driven feedback loop that actually drives execution.
Ready to spark change in your organization?
