When it comes to managing a sales team effectively, capacity planning is a critical piece of the puzzle. Without it, your team can quickly become overextended, resulting in decreased performance, burnout, and missed opportunities. On the flip side, under-capacity planning can frustrate reps who don't have enough accounts or prospects to hit their quotas, leading to attrition and wasted resources. In both cases, the company suffers from lost revenue and inefficiencies. So, what’s the solution? Striking the right balance through proper capacity planning ensures that your sales team is not only set up for success but also aligned with your…

Designing compensation plans and setting revenue targets often feels like a daunting, black-box task for many business leaders, which is why we frequently get consulted on it. From our experience, this process can seem overwhelming, especially when leaders aim to craft the perfect plan that motivates their teams and drives results. But here’s the truth—there’s no such thing as a “perfect” compensation plan.  The goal should be to create a fair, balanced system that motivates the right behaviors while aligning the entire revenue team with the company’s growth objectives. When done right, the compensation plan and revenue targets become two…

Forecasting and Pipeline Inspection: A Panel Discussion Every sales and customer success (CS) leader understands that effective sales forecasting and pipeline inspection are crucial for driving revenue growth, yet these areas often prove to be elusive and challenging to master. To delve into the challenges and best practices in these areas, I sat down with my colleagues, Indu and Tijana, to discuss the topic from various perspectives within the revenue organization. Indu Sudhakar brings over 13 years of experience in sales, and her hands-on expertise with sales tactics and enablement offers valuable insights from the reps’ viewpoint. Tijana Rackov, with…