Most revenue leaders have had this conversation. Someone points out that execution feels inconsistent. Deals stall in strange places. Forecasts move around more than they should. Certain sales team members seem to follow one approach while others follow something completely different. So someone asks the obvious question. “Do we actually
Growth is one of the most exciting moments in a company’s life. New customers arrive faster. The pipeline expands. The team starts talking about bigger goals, larger markets, and more ambitious plans. For leaders, it can feel like the organization is finally gaining momentum. But inside the company, growth often
Most revenue leaders have experienced this moment. Activity increases. The pipeline moves. Teams are working hard. And yet, somewhere beneath all of that motion, something starts to feel off. Forecasts become harder to defend. Decisions require more debate than they should. Leaders step in more often just to keep teams
A quarter begins to drift off plan. Forecast discussions become more intense. Meetings start focusing less on solutions and more on explanations. Then the usual conversation begins… Marketing explains that they delivered the leads. Sales explains that the leads weren’t qualified. Marketing responds that sales didn’t follow up quickly enough.
