Hitting quota isn’t just harder—it’s different. The companies winning today are rethinking how they plan, incentivize, and execute across teams. With AI and automation reshaping everything from comp to capacity, disconnected strategies are no longer an option.

— The Fullcast Team

In today’s newsletter:

📊 AI-Powered Reps Outperform — Are You Enabling Your Team?
🧠 Why Comp Plan Confusion Is Really a Trust Problem
🚀 97% of Execs Believe AI Will Drive Revenue — Few Are Ready

Sponsored by Fullcast—The AI-powered sales performance management platform, providing end-to-end RevOps from plan to pay.

Meme of the Week

RevOps can make all your wishes come true!

News of the Week

Top-Performing Reps Are 1.9x More Likely to Use AI. Hitting quota used to be hard. Now it feels nearly impossible without a serious rethink of how teams operate, follow up, and build trust. But there’s good news: automated sales performance management (SPM) tools are changing the game.

Compensation Plans Should Be a Growth Lever, Not a Headache. If your sales team constantly asks, “This seems off, how exactly do I get paid?” or your RevOps team is drowning in dispute tickets, you don’t have a performance strategy—you have a trust problem.

 76% of Your Customers Expect Consistency Across Company Departments. The future of efficient growth lies in dynamic, meritocratic, and connected planning—where commission plans aren’t just incentives but strategic levers to drive alignment across the business.

Nearly 97% of Executives Expect AI to Maximize Revenue in the Next 2 Years — Most Still Lag on Adoption. A McKinsey study released in December 2023 found that GenAI could add the equivalent of $2.6 trillion to $4.4 trillion annually in economic value across 63 use cases. 

 OpenAI Agreed to Pay Oracle $30B a Year for Data Center Services. OpenAI confirms multi-year deal with Oracle for 4.5 gigawatts of data center capacity — part of the $500B Stargate initiative — with reported annual costs topping $30B.

Tip of the Week

The 5 Cs of Building a Competitive GTM Strategy. Sales growth isn’t just a marketing issue—it’s a GTM issue. With 11% of companies rethinking their strategy from the ground up, now’s the time to evaluate your GTM model, team structure, and tech stack. 

Podcast of the Week

Andy Mowat: From Four Unicorns to the Future of RevOps. If you’ve ever wondered how someone ends up leading RevOps and Demand Gen for not one, not two, but four unicorns, pull up a chair. This week on Go to Market with Dr. Amy Cook, Amy sits down with Andy Mowat, a RevOps rockstar with a career that includes Upwork, Box, Culture Amp, and Carta. Oh, and he also builds companies on the side. 

Quote of the Week

"Most RevOps leaders today are stuck in clunky systems. It’s not just a tooling problem, it’s structural. They need to realize that your next CRM is your data warehouse."

~Andy Mowat, GTM Advisor and Investor, and Founder of Whispered

That’s all for this week. Thanks for reading! 

If optimizing your Go-to-Market strategy is on your agenda, help is just a text away. Reach out to Amy at (949) 813-0182 to discuss solutions that can drive impactful change for your business.