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As much as 80% of sales organizations miss the mark on revenue forecasting by 25% or more. That’s a particularly worrying number, primarily because of 3 reasons: A revenue forecast serves as a guide to achieving realistic revenue goals to tide over unpredictability. This exhaustive guide lays down everything you should know about revenue forecasts…
Driving the sales pipeline in an organization is like driving a vehicle. You have a goal, a rough map of how to reach your destination, and you want to avoid roadblocks and reach the end-point quickly. However, navigating a sales pipeline without proper visibility is like driving a car through the night without headlights. You…
Eddie Reynolds, RevOps Leader and CEO at Union Square Consulting recently spoke to Abhijeet Vijayvergiya about how misunderstood RevOps and quota attainment is. And what can be the right way to approach both, in a way that they work symbiotically. Let’s dive in. Sales quota attainment rates continue to drop as we speak. Digital selling…
“A small leak will sink a great ship.” Who knew a proverb by Benjamin Franklin would hold so true for today’s revenue teams? And perhaps become the very first revenue leakage definition? Poor quality data, productivity issues, missed opportunities, cross-functional misalignment, or inefficient prospecting — Revenue Leakage leaves significant money on the business growth table….
Michael Parry, Head of SalesOps at Observe.AI recently spoke to Abhijeet Vijayvergiya about the common thread that runs between improving athletes performance and getting reps to close more deals. He also shared his perspective on how revenue leaders can use the power of activity data to create more productive sales teams, and eventually win more…
Creating an ideal revenue operations team structure can be confusing. How do you create a team that lives up to all the demands of a RevOps function? A team that ensures that parts of the revenue engine are running smoothly? Secret sauce to success of RevOps! This crowdsourced ebook has step by step guide on…
Revenue leaders are being asked to deliver effective growth results with minimal costs. Re-evaluating their tech stack needs comes as a natural response to this. But a large number of organizations continue to incur a lot of tech debt from their investments. And this deviates them from their goal of achieving sustainable growth. In this…
Imagine two departments in an organization working to increase the company’s revenue. Both affect the bottom line, eliminate departmental silos, and support business strategies and objectives. But both of them have different functions. Confused? So are most companies. The revamp of the customer lifecycle in recent years has seen a host of new revenue-related roles…
RevOps is always a struggle between tactical and strategic. On the one hand, it needs to ensure the alignment of different revenue functions. On the other hand, it is very easy to get burdened by daily operational tasks. In order to provide RevOps a seat at the strategy table, organizations need to free RevOps from…
Revenue leader Caroline Holt recently spoke to Abhijeet Vijayvergiya about navigating a complicated sales tech landscape, how to make tools work for reps and how to drive ROI from sales tools. She also stressed on why sales reps need to be deeply involved in the selection, implementation and championing of sales tools. Extracting value from…
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