Unrealistic Sales Goals to Blame for ~1 in 3 Missed Quotas

Sponsored by Fullcast—The Go-to-Market Cloud™, providing end-to-end RevOps, from plan to pay.

News of the Week

31% of Missed Sales Quotas are Due to Unrealistic Sales Goals. Research also shows that unstructured sales process also accounts for around 32 percent of sales quota fails. 

87% of Sales and Marketing Leaders Say Collaboration Fuels Business Growth. A LinkedIn survey revealed the vast majority of sales and marketing leaders report that dedicated collaboration between the two teams is a critical driver of business growth.

RevOps Leader Establishes Foundation to Support Education Initiatives. In a new announcement, Fullcast is pledging 1% of the company’s equity to support education-focused programs and organizations.

Businesses Using a CRM See a 300% Increase in Lead Conversion Rates. A CRM coupled with marketing automation makes planning, executing, and reporting on marketing campaigns much more effective. 

56% of Sales Rep Turnover Tied to Low Pay & Commissions. When crafted effectively, a commission plan becomes more than merely a paycheck. It serves as a strong motivator that boosts high performance and helps ensure each sale pushes the company toward its goals.

Tips of the Week

3 Common Misconceptions about Capacity Planning. There’s no completely reliable way to know how much office space, equipment, or sales you’ll need in a year, but there is something that can get you as close to these answers as possible: capacity planning.

4 Signs Your Sales and Marketing Teams Are Out of Sync. Most salespeople admit that spending valuable time chasing what turns out to be a lousy lead feels like a punch in the gut and slaps down your company’s chances at revenue growth.

Podcast of the Week

Doug Topken: Why Attribution is the Backbone of RevOps Success. Ever feel like you’re flying blind when it comes to knowing which efforts actually drive revenue? You’re not alone. Check out this podcast with insight from Doug Topken, Head of Global CRM and Customer Data at Ingredion Incorporated. 

Upcoming Webinar

How to Activate Your J.A.R.V.I.S. With AI for GTM Success. With so much AI hype, how do you know what’s actually useful? Find success with AI with tips from experts at Fullcast and Clay. 

Meme of the Week

What Does RevOps Actually Do? The RevOps Co-op shared this hilarious meme about explaining our job to others. 

Quote of the Week

"Marketing teams aren’t just doing pretty brochures anymore. They’re driving revenue. They’re driving pipeline that matters. So sharing data, building those models, then socializing them exposes marketing’s attributions to pipeline and offers an unbiased opportunity to validate marketing’s contributions to the overall go-to-market."

~Doug Topken, Head of Global CRM and Customer Data at Ingredion Incorporated

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.